We recently conducted a 1-day Sales training program for a leading FMCG company specialized in mattress and pillow production. specializing in mattress and pillow production. The program was focused on Improving Relationship Management and authoritative selling to meet industry demands effectively.
Client Background:
Our client, a renowned player in the FMCG sector, is dedicated to manufacturing high-quality mattresses and pillows catering to diverse consumer needs. With a commitment to excellence and innovation, they sought to elevate their sales team's performance to capitalize on market opportunities and drive business growth.
Services Offered: The client specialises in the product sales of mattresses and pillows.
Sales Model: FMCG Model
Team Dynamics: The sales team comprised 6 members with varying levels of experience, ranging from entry-level representatives to seasoned professionals. While possessing a strong foundation in sales fundamentals, there existed opportunities for skill enhancement, particularly in customer engagement and objection handling.
Project Details:
The training program spanned 1 day; 6 members were to be trained. Conducted by an experienced trainer, sessions were delivered in 2 different languages to accommodate linguistic diversity. With one batch organized nationwide, the initiative aimed to address specific sales challenges effectively.
Pre-training Assessment Activities Conducted for challenges identification:
To identify these issues, Dishah Consultants conducted a comprehensive pre-training assessment using a three-pronged approach:
Mystery Shopping: We evaluated real-world interactions between sales representatives and potential customers to identify areas for improvement in customer engagement and sales techniques.
Market Research: Through comprehensive market surveys, we gained insights into consumer preferences, market trends, and competitors' strategies, enabling us to tailor our training program accordingly.
Participant Observation: Direct observations of sales team activities shed light on prevalent challenges such as ineffective follow-up processes, difficulty in handling objections, and suboptimal productivity levels.
Top Problems Identified:
Price Sensitivity
Objection Handling
Product Differentiation
Distribution Challenges
Seasonal Demand Fluctuations
Competition from Established Brands
Educating Customers
Building Relationships
Solutions Provided by Dishah Consultants:
The team received training to develop effective personalities, enabling them to engage more meaningfully with clients. Sales pitch and persuasion techniques were taught to enhance the team's ability to communicate product value persuasively.
Trained the team to identify and anticipate common objections customers might raise during different stages of the sales process. Practiced handling objections through role-playing exercises with different scenarios and customer profiles.
Trained the team on effective time management techniques like time blocking, prioritizing tasks, and minimizing distractions. Equipped the team with effective prospecting strategies like targeted cold calling scripts, taught OKR method and asked to Write 3-5 Key Tasks to achieve it using OKR.
Trained the team on a standardized value-based follow-up system that outlines clear timelines and communication channels for post-sales interactions. Provided training on techniques to build rapport & Relationship with customers, such as active listening, open-ended questioning, and demonstrating genuine interest in their needs.
Client Feedback:
"I am Dhiraj Gupta, CEO, our collaboration with Dishah Consultants for the one-day sales training program was truly transformative. The tailored approach to our FMCG sector needs was evident throughout the day, with engaging sessions, practical exercises, and insightful discussions that left our sales team feeling inspired and equipped with invaluable skills. The emphasis on effective communication, persuasion techniques, and productivity enhancement was particularly noteworthy, providing our team with actionable strategies to excel in their roles. We are confident that the knowledge gained from this training will have a lasting impact on our sales performance, and we extend our sincere appreciation to the entire team at Dishah Consultants for their professionalism and expertise."
Highlight of the Training:
Despite being a one-day program, the training was structured to maximize learning outcomes. Interactive sessions, engaging role-plays, and hands-on activities ensured active participation and knowledge retention. The concise yet comprehensive curriculum catered to the diverse educational backgrounds of the participants, facilitating a conducive learning environment.
Are you also struggling with these challenges and would like to get over it? At Dishah Consultants, we offer the best personalised & customised Sales training Program. As one of the top sales training companies in India, we offer various services, including:
Authoritative Sales Training
Sales Leadership Training
Soft Skills & Business Communication Training
First Time Managers Training
College to Corporate Transformation Training
Leadership Training and more…
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