GrowthAspire FMCG sales training in India
The Challenge: Low productivity of the sales team
Effective distribution and channel management are key to the success of any product for FMCG companies. Regional Sales Manager, Area sales officers, Territory Sales officer and Distributor Sales team all are working towards making the availability of the products, increase the range selling and getter better shelf space and visibility are increased at the stores.
The challenge is competition across industries makes many times, distributors to ignore sales teams push. Sales teams with short-term focus are driven towards achieving targets than market share and do not explore strategic thinking required to excel in current markets.
Buying pattern: Distributor’s want expert advise from the sales team
In this age of extreme competition, the distributors want the sales team from companies to be aware of their challenges and show empathy. Distributors do not want to lock their capital in products that are not moving. It is in the interest of sales executive to help distributors understand the product benefits and why his investment will not go waste.
The traditional process of just giving offers, discounts, comparing with other competitor products are not evoking a much positive response. The sales executive must clearly articulate to distributors, shop owners his company’s roadmap so that their investments will give the due return.
Solution: GrowthAspire’s “FMCG Sales Training & Development Program”
We at GrowthAspire, have experience in helping FMCG businesses across verticles such as food & beverages, housing appliances to improve their reach and gain market share. We do this by helping sales teams develop key skills and provide tools & techniques and behavioral insights on knowing customer aspirations and fears. This knowledge will help sales executives to build trust with channel partners, retailers.
Our programs are custom designed, and we help sales executives to acquire real skills to know that,
- You have to connect with customer emotions and understand role and responsibilities in a wider perspective.
- Get clarity on How and Where the “results” come from.
- Understand how the efforts are mapped to results and what is the right effort for the manager, field staff.
- Understanding the skills of coaching and motivating field force staff
- Development initiative with a focus towards making a successful team, work systematically for even better results