Soft Skills and Behavioral training

case study

SALES & SALES LEADERSHIP TRAINING PROGRAM

Client
Unicharm, a Japanese FMCG major.
Business Objective

Become profitable in the Indian market by:

Improving sales numbers

Improving sales leadership through the organisation.

Target Audience
Frontline Sales Executives & Sales Officers.

our solution

Work Better deployed its signature Result Focused Learning Approach to meet the client’s business objectives.
  • 01Result Focused Diagnostic StudyWork Better rolled out a detailed diagnostic study to get a thorough understanding of the challenges faced by the client. The diagnostic intervention included meetings with the client’s L&D and Sales teams and diagnostic calls to prospective participants to ascertain the areas of development. Following the same, proficiency evaluation tests were conducted for Frontline Sales Executives and Sales Officers, at multiple locations, to ascertain the current state of their sales knowledge & skills.
  • 02Result Focused Active Learning WorkshopsWere conducted over a period of 6 months to ingrain a sales mind-set and improve selling skills of frontline executives. Sales Officers were trained to lead, motivate, coach & mentor to help drive sales through their teams.

outcome

  • By the end of the project, 2200 Frontline Sales Executives and Sales Officers were up-skilled across India including all major metro cities.
  • The initiative contributed to Unicharm India’s rise in revenues by 33% in FY 2016-17, clocking in a net profit of INR 22 lakhs as against the net loss of INR 84 crore they made the previous financial year.
  • The company has nearly doubled their sales revenues, with their market share in the diaper pants segment in India reaching 34% in 2016.