The Challenge
Our client was Gresto Commerce, a large company with a 25-year track record in the distribution and logistics of fast-moving consumer goods. Operating across Northern Bulgaria, the company distributes products from some of the country’s leading manufacturers and partners with major multinational companies. The client recognised that the business had reached its current level largely thanks to the professionalism and commitment of its employees, particularly those in the sales department. For that reason, the long-term, sustainable development of its salespeople was a priority.
The Solution
After gaining a clear understanding of the situation in the company and speaking with the management team and HR specialists, we proposed creating a group of high-potential employees. These were people with consistently strong sales results, a high level of loyalty to the company and strong motivation to succeed.
The second part of our solution was to provide these employees with additional training and development opportunities. This would further strengthen their motivation and help make them the core of a strong sales team.
Together with the client, we created a “Sales Academy” consisting of two training cycles, each lasting four and a half days. Each cycle included three interconnected training modules of one and a half days each. The programme had two main objectives: to work on the salespeople’s mindset and to develop advanced sales skills.
The Results
The company’s management team defined criteria for selecting a group of sales leaders. These people became role models for younger and less experienced colleagues, helping to increase loyalty within the sales department. Participants who successfully passed the assessment became examples for others to follow.
Sales results improved, while the company reinforced its leading market position and remained the largest distribution company in Northern Bulgaria.
