Training the new Sales Team at Upfield Foods to Build Commerial Capability
DIAGNOSIS
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.
DESIGN AND DELIVERY
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;
- 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
- 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.
DURABLE OUTCOMES
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 helped them develop individually and as a team.
We received excellent feedback from all of the colleagues who participated, with a feedback score of over 90%.
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