Challenge
USL-Diageo wanted to enhance the sales capability and negotiation skills of their junior and senior sales executives. Presently, it was observed that the sales force has an unstructured approach to the market (fragmented use of analytics) and an inconsistent use of sales skills.
Solution
The Territory Sales Executives (TSE), who were between zero to one year of experience, went through a Sales Mastery program that covered a structured sales call process with an emphasis on planning and executing. TSEs, who were between one to five years of experience, went through an Advanced Sales Mastery module on Persuasive Selling and Negotiation.
These programs were unique, specialised and customised to address USL-specific requirements. Participants learned through company-specific examples, language and workplace vocabulary that created relevance and meaning in their learning.
Results
