Building Sales Team Capability

A listed Rs. 3000 cr consumer products company with a 2000 strong sales team and a pan India presence faced challenges with

  • The quality of retail market coverage and selling
  • Low retail sales productivity
  • High dependence on wholesale
  • High front line sales team attrition
  • Poor quality of frontline sales team by Company executives and managers

While the frontline sales team was exposed to a training program on “Essentials of Retailing & Trade Management”, the supervisors were trained on “Managing a Team” and the managers on “Structured Problem Solving”.

Over a period of 9 months, the sales team was able to reduce its dependence on wholesale from 50% to 40%, thereby making its results more predictable and sustainable.

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