Learning how to ‘sell value’ to defend and grow market share
- Our client since: 2015
- Based in: Saudi Arabia
- Team:
- 3 Senior Managers
- 8 Key Account Managers
- 7 Sales Representatives
Return-on-invested-capital: 15,305% within 5 months
Sales contracts renewed: Over USD 1.96 Million
Current key account agreements: Grew by USD 840,000
New accounts closed: Valued at over USD 300,000
Their Challenge
The Foodservice sector in Saudi Arabia was heavily impacted by the Corona Pandemic, resulting in reduced demand for dining. This led to a significant threat to Pepsi Al Jomaih’s market share as competitors offered massive discounts to capture key accounts.
Our Process
1. Stakeholder Alignment
Our initial step was gathering key stakeholders for an alignment meeting to discuss Pepsi’s sales challenges and potential root causes.
2. Needs Analysis
We conducted a thorough needs analysis to verify the root causes and identify gaps and opportunities.
3. Presentation of Proposal
TAFSE presented a detailed proposal outlining the scope of work, timeframes, and investment required.
4. Training & Coaching Execution
We conducted virtual sales training and coaching sessions over 12 weeks, including group exercises and role plays.
5. Sales Leadership Training & Coaching
From week 6, we provided tailored leadership training and coaching to equip sales leaders with effective management skills.
6. Developing New Sales Behaviours and Recording ROI via TAFSE’s Mobile App
Daily, weekly, and monthly reports were generated using our Mobile App to track performance and capture success stories.
7. Behavioral Change & Performance Measurements for ROI
Regular surveys and reports helped monitor and measure the ROI of our sales training and coaching engagement.
Need Sales Training and Coaching Support?
If you face similar challenges and need support to achieve your sales goals, book a complimentary consultation with us.
