Retail training
What do you need?
Technical training for sales staff (indirect sale)
Point-of-sale training in product expertise and sales techniques (identification of opportunities, sales arguments and cross selling) to encourage customer service staff to recommend our products
Scheduling of visits according POS interest and staff availability (planned visit)
we adapt the time of the training and presentation (at the counter or in a separate room) according to the staff available
We schedule visits at key times (non-peak hours, shifts) to maximize trainer’s visit at the point of sale
Management of POS material
Delivery of test products, samples, testers and sales arguments
Placement of visibility material (shelf, dummy products and small-format vinyls)
Hand-in support materials to help staff in selling the products (sales folder)
Direct Sales Support
Minimisation of out-of-stocks (recommended order)
Introduction of new SKUs to expand the product range after the training
As we do
SELECTION AND MONITORING OF TRAINERS
Types of training: product expertise, training for sales staff (sales techniques), product rollout
On-going support and training (team leader/trainer)
Quality control (mystery shopper, for instance) and analysis of quality metrics
Follow up of KPIs to verify the effectiveness of training (sell-out data, spontaneous and suggested recommendations, staff trained, etc.)
Constant motivation of trainers
Advanced reporting tools for rapid decision-making and on-going improvement
Centralised coordination with an accounts executive who shall actively lead the team, optimising their performance
Coordination with other agents to reinforce final sales (network of sales representatives, KAM, marketing and distribution)
TRAINING FOR TRAINERS
Extensive technical training in conjunction with the manufacturer to facilitate understanding and sales arguments
Training in sales techniques (identification of opportunities, sales pitching and cross selling)
Regular training sessions and on-the-job support for the head executive (or team leader) to conduct an appraisal of the work undertaken (at points of sale)
COORDINATION WITH SALES STAFF
Communication with sales representatives to turn identified opportunities into sales (increasing sell-in)
Take into account and inclusion of the priorities established by sales reps when planning the visits.
Consideration and inclusion of the priorities established by sales staff in the planning of visits