How to turn good specialists into good sales people

Skills | October 1, 2019

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Тhe Challenge

Our client was one of the world leaders in selection and trade with sugar beet, corn, oil-bearing crops, grain and fodder crops. The Bulgarian management’s goal was to build and develop a strong sales team.

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The Solution

After a deep analysis we realized that the company’s employees were very good specialists with expert knowledge and experience in agronomy. What we had to work on was the regional sales representatives’ sales and negotiation skills.

A one-off training would not have achieved the necessary results, so we took on a systemic and long-term approach. We created Sales academy consisting of four training modules, 3 days each, interconnected and logically related to one another. While designing the program our consultants took into account the company’s values, principles and sales standards. We also considered the market situation and the category specifics.

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The Results

The sales skills of the Sales academy participants visibly improved. Besides teaching them sales techniques we managed to provoke them to search effective sales messages, targeted towards the clients and suited to their needs.

All sales people who participated in the training increased their general work motivation, commitment and involvement in the work processes.

In the training process and after we analyzed the participants’ behavior and mapped out their strengths and their areas for development. This helped each of them get a clear picture of what they were good at and where they needed improvement – an important step in the future development of their sales skills.