Training the new Sales Team at Upfield Foods

Training the new Sales Team at Upfield Foods

Sector:

FMCG

Project period:

Q1 2019

Services used:

Sellex Academy

upfield-logo

The Challenge

the-challenge

Upfield are the largest plant-based consumer product company in the world. Since 1871, it has been the authority in the spreads category which gives it unmatched experience, know-how and inspiration to deliver on its mission to create “a Better Plant-Based Future.”

The new Sales Team at Upfield in the UK was created from a mix of Unilever people and new recruits to form a new and highly motivated team who wanted to relaunch the brand and its relationship with Customers.

Sellex was asked to develop a training programme to build the capability of this new team and to help bring them together early in their formation by providing a joint learning experience, new language and way of working.

The Approach

the-approach

Sellex developed and delivered two workshops from the Sellex Sales Academy tailored specifically to meet the needs of Upfield that the whole Sales team attended;

  1.        Brilliant Basics – 2 day training workshop covering the core skills of Account Management
  •        Sales drivers and how to prioritise Customer opportunities
  •        Customer business models and P&L
  •        Meeting Process and Steps of the Call
  •        Influencing and Decision Mapping
  •        Selling framework
  •        Negotiation fundamentals
  •        Action Planning and Call Reporting
  1.        As If You Own It – 2 day training workshop covering the 5 Commercial Levers of Revenue Management and the role of Sales in each
  •        Price – Customer Pricing and impact on the P&L
  •        Mix – levers for Sales teams
  •        Promotions – planning and optimising
  •        Terms – principles and structure and how to optimise
  •        Costs – awareness and management of all costs in the Sales mix

This was all brought together in a simulated Customer P&L and selling exercise which demonstrated the application and impact of each lever with a Customer.

The Workshops were highly interactive with practical real life exercises and examples to help the teams understand the concepts and to role play in a safe environment to improve their skills and work together as a team. The Facilitator was a highly experienced Sales Leader with over 25 years experience in blue chip FMCG businesses.

The attendees were a mix of highly experienced account managers and relatively new starters who were all able to develop their skills, work together as a team and build learning relationships that would help as they developed individually and as a team.

The Outcome

the-outcome

We received excellent feedback from all of the colleagues who participated, with a feedback score of over 90%.

We hope to update this case study at later date with the performance of colleagues and how it helped them with their sales capabilities.