Negotiation capability building expertise to complement internal sales skills development.

The Client  

A leading FMCG manufacturer with a significant number of sales teams in the UK, Europe and globally.  

Their Challenge 

While they had a well-honed sales skills development programme, the client identified that a step change in negotiation skills would deliver better value for money on their trade investments, a key business objective. 

They wanted a partner who could provide commercial negotiation skills programmes which blended seamlessly with their existing sales skills courses and content. There were 2 critical elements:  

1. Training, coaching and design expertise with experience in their sectors 
2. Tangible sales results which could be attributed to the training 

Objectives of the engagement 

Alongside improved negotiation skills, the client was keen that participants had the opportunity to share negotiation best practice across markets and would then be able to apply the learnings consistently to real world challenges. 

Building the confidence of the sales teams as negotiators was equally as important as showing them how to create internal alignment to strengthen the business units.  

The solution 

Total Negotiation Group tailored and delivered 2 negotiation skills programmes: Essential and Advanced Negotiation Skills. Both included the trademark follow up coaching and hotline support. The programmes ran across several European countries, bringing together teams dealing with several major grocery accounts. 

The European Sales Capability Manager was really pleased with the outcome: 

‘With plenty of suppliers ready to sell you their one size fits all programs, what has been great about working with Total Negotiation is the flexibility they have shown in adapting their core programs to blend with our existing commercial courses.    

This gives them, and therefore us, a unique point of difference in creating tailor-made solutions without the hassle and cost of starting from scratch.’

Outcome 

• Confident sales teams with clear and fully aligned plans for dealing with all retailers.
• Improved terms achieved with retailers despite tough trading conditions.
• Significant incremental value delivered to the business (Exceeding 15 x payback on programme cost)

Future 

Total Negotiation continue to support the client across Europe with further negotiation programs and coaching planned.