Our Perspective on Consumer Goods
As Sales Professionals in the Consumer Goods business, you compete for space. And it is a game that is measured in inches. What are the key drivers that influence Customer’s buying decisions?
Some of the critical ingredients for sales success include: a clear view of how your products "fit in" to the category, prioritizing target accounts, managing multiple buyers, strong negotiations and understanding how each Customer measures success.
Here are career development stages for Sales Professionals in the Consumer Goods business and how our Programs support them:
Stage 1 – New Hire – Foundational
In the first 2-3 years, Sales Reps. are focused on learning about the Industry, Products, Competition and developing strong relationships with important Customers. Key capability areas that we support at this stage include Consultative Selling Skills, Influential Presentation Skills and Planning & Productivity.
Stage 2 – Tenured Rep.
After a few years, Reps. turn their attention towards mastering their sales craft. There is a need to go deeper in specific selling skills. The payoff? Higher quality sales calls. Key capability areas that we support at this stage include: Consultative Selling Skills; Influential Presentation Skills; Planning & Productivity and Winning Negotiations.
Stage 3 – Major/National Account
After "being in the field" for a number of years, the next step is playing the quarterback role for some major accounts. The learning curve at this stage is steep as data analysis and strategic skills become the drivers of success. A different formula for success than Field Sales. Key capability areas that we support at this stage include: Influential Presentation Skills, Winning Negotiations and Strategic Account Management.
Stage 4 – Sales Leader
A significant amount of development occurs "in the field", so Sales Managers play a pivotal role in the ongoing development of sales capabilities. Reps. learn through effective modelling, mentoring and coaching. Our Practical Sales Management curriculum aims to support Managers in their quest to support ongoing performance improvement.
If you have a need to increase the energy, commitment and skills to develop the sales capabilities of your organization, we would welcome an exploratory meeting to determine how we can help.
