Gaurav Sharma’s Post

Most #FMCG managers make one BIG Mistake when driving sales targets. They ignore the needs of the Distributor & just dump stocks. Here are 5 ways to connect with any fmcg distributor instantly. Also focus on #ROI. That's return on investment. A little context here. Most ASMs only focus on primary sales - i.e. sales to the distributor. The smarter ASMs also focus on: 1. Secondary sales. 2. Investment by the distributor. A distributor not only invests his time in our business, he also invests his money. And this investment should get him a return - atleast twice the bank rate. 5 steps to manage ROI for the distributor: a. Do an ROI check every month when you reach the distributor point. This was drilled into our heads as management trainees in ITC Limited Many #TSIs and even #ASMs have no idea how to do this. The formula - 3 steps. Calculate gross margin. Deduct expenses to get net margin. Divide by investment to get ROI. In % per annum. 2. Take action to increase gross margin. But % gross margin is fixed by company. How? a. Increase #secondarysales. Increase #outletcoverage. Increase #rangeselling. Improve #distribution efficiency. b. Work with #distributor to increase sales of higher margin products. b. Help him achieve the extra incentives for volumes, focus products, turnover & distribution incentives, uniform ordering & payment incentives. This alone can take his gross margin up by 2-4%. 3. Rationalize expense. Improve beat productivity. Drive better secondary sales by coaching the sales rep. Rationalize beats to reduce delivery costs. 4. Rationalize #investments. Huge potential here. a. Help him liquidate dead stock. b. Bring inventory levels down to reasonable levels. c. Increase frequency of supply to reduce required inventory. d. Manage collections with better #SKU mix/ quantity sold at right outlets. 5. Last, sit with the channel partner & develop a #JointBusinessPlan for the next 6 months to 2 years. ROI today. Root causes for the low ROI. Action plan by ASM & TSI. Action plan by Distributor. Targeted ROI in month 6. month 12 from today. They say: If a #FMCG Area Sales Manager only focuses on #primary - the distributor barely tolerates him. If the #ASM focuses on #secondary, the distributor likes him. Chai toh pila dega. If the ASM focuses on #ROI, only then does he get the respect & loyalty of the distributor. Do your ASMs do an ROI check regularly? Liked this? Repost to your sales & marketing colleagues in channel management. Follow Maneesh Konkar for more. Want more tools like this? 1. Sign up for the Direction One Success Tips weekly newsletter here https://bit.ly/4b891ih 2. And I will send you a link to all our learning tools & a high resolution image below. Unilever Procter & Gamble ITC Limited Dabur India Limited Marico Limited Nestlé Mondelēz International Kellogg Company Amul (GCMMF) Direction One Amul India Parle Agro Pvt Ltd Asian Paints

This day marked a significant milestone in my professional journey as I conducted my first market visit and had the opportunity to meet with one of our key dealers. The experience was immensely valuable and offered deep insights into our market dynamics. I was fortunate to be accompanied by an exemplary team: the District Sales Manager Syed Qamar Abbas Jafri, the Regional Sales Manager usman zubairy, and the Zonal Sales Manager Muhammad Arshad Ashraf. Their collective expertise and guidance throughout the visit were incredibly enriching. During our discussion with the dealer, we covered several crucial topics, including: 1. Current market trends and customer preferences 2. Challenges faced by dealers and potential solutions 3. Competitive landscape and positioning strategies 4. Opportunities for growth and expansion in the region The insights gained have significantly enhanced my understanding of our market operations and the critical role that our dealer network plays in driving success. It was fascinating to see first-hand how our products are perceived and the factors that influence purchasing decisions. Additionally, the amount of respect we receive from the dealers and customers is incredible and truly humbling. A few key takeaways from the visit: 1. Customer Feedback: Direct insights from customers help us tailor our strategies to better meet their needs. 2. Dealer Challenges: Understanding and addressing these challenges is essential for building strong, long-term partnerships. 3. Market Dynamics: Keeping a pulse on the competitive landscape and market trends is crucial for staying ahead. I am grateful for the opportunity to learn from such experienced leaders and look forward to applying these insights to contribute more effectively to the goals of Fatima Group. #MarketVisit #LearningExperience #SalesJourney #ProfessionalGrowth #Teamwork #MarketInsights #CustomerFocus #DealerRelations

As a professional in FMCG sales, I’ve learned that rejection and objections are common challenges faced by sales professionals. But, with the right mindset and strategies, it is possible to overcome them. Understanding that rejection is a part of the sales process, it’s essential not to give up after the first rejection. Active listening plays a vital role in overcoming objections. By acknowledging objections and providing clear and persuasive responses, it becomes possible to build trust and credibility with the client, ultimately leading to a positive outcome. Persistence and resilience are critical in sales, and by staying determined and focused, it's possible to turn rejections into successful deals. Handling rejection and overcoming objections in FMCG sales requires a combination of resilience, effective communication, and persistence. By adopting the right mindset and strategies, sales professionals can navigate through rejections and objections, ultimately leading to successful outcomes and meaningful client relationships. Remember, each rejection can be a learning experience, providing insights into the client's needs and preferences that can be applied in future sales interactions. #sales #FMCGsales #rejection #objections #resilience #communication #persistence #linkedinblog #successful #iffco #abudhabi #uae #dxb

Once a novice in the sales world, I decided to embark on a daring journey into the buzzing world of sales. Armed with enthusiasm and a hunger for learning, I took my first steps into a realm filled with challenges and opportunities. The initial days felt like navigating through an unknown territory. Cold calls became my daily anthem, and rejection was my constant companion. Yet, with each setback, I embraced the lessons, and adapting to the rhythm of my customer needs. Slowly but steadily, I began to find my wings. Successful sales became milestones, and the thrill of closing a sale fueled my determination. Building relationships with customers has become an art. My customers are my besties. In all of this, i discovered the resilience within me. I found a strength within me which i never knew existed. The hive of sales, once daunting, now feels like home. I AM STRONGER ON THIS SIDE. Dear young sales champ, Keep learning, stay adaptable, and let your resilience guide you through the dynamic journey of your sales career. You have the potential to thrive in this buzzing world of opportunities. Embrace challenges as opportunities for growth. With each experience, you're growing stronger. Good luck! #sales #businessdevelopment #salesworld #Gbfoods #Gino #Bama

How does it feel to work in a male dominated territory? Let me share a glimpse of it feels like, as I have been working in Panvel PST since 7 months here now. It actually feels great yet exhausting. And here’s why : 1. I’ve been assigned with 2 ex-hq and 3 outstation areas which is 10 days of working outside out of 22 days of field working. 2. Being a young aggressive female means bringing a burst of energy and enthusiasm to the working environment and to my team. It’s all about keeping the positive vibes and the momentum going strong. 3. As a Field Sales Representative, I’m responsible for building and maintaining relationships with customers by meeting with them regularly to profile their needs and requirements, understand their business and deliver value-adding solutions. 4. Generating new business by prospecting, networking. Achieve sales targets and report on sales performance regularly. Maintain and expand customer database by ensuring accurate and up-to-date customer information on the company’s system. 5. Collaborate with internal departments and team members to develop and execute sales strategies that are in alignment with company goals and objectives. Resolve customer issues and complaints in a timely and satisfactory manner. Attend industry events, trade shows, and conferences to gain insight into the market and expand the company's reach. 6. I am incredibly grateful to work under great leadership and having a team that values collaboration. From seeking advice on complex tasks to clarifying doubts and questions, I’ve always felt comfortable reaching out to them for assistance. And most importantly thanks to my field colleagues who’ve helped me grow throughout my journey. 7. Whether it’s about working in the field or working on a project related to marketing, I’m always supported and encouraged to share my thoughts and utilise my skills. Pretty cool right?😉 ~ Running and travelling from one area to another everyday feels draining but when I see my day’s objective being achieved and the numbers being delivered and surpassing them, gives a feeling joy. 😎 Indeed, it’s about the qualities, perspective, skills, having a correct and positive mindset that the Panvel Tigresses brings to the table. #PharmaceuticalIndustry #SalesandMarketing #ExecutiveTrainee #GlenmarkRespiratory

"𝐅𝐞𝐞𝐭 𝐨𝐧 𝐭𝐡𝐞 𝐒𝐭𝐫𝐞𝐞𝐭 𝐚𝐧𝐝 𝐒𝐚𝐯𝐯𝐲 𝐌𝐢𝐧𝐝𝐬: 𝐓𝐡𝐞 𝐖𝐢𝐧𝐧𝐢𝐧𝐠 𝐅𝐨𝐫𝐦𝐮𝐥𝐚 𝐟𝐨𝐫 𝐅𝐌𝐂𝐆 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 𝐢𝐧 𝐈𝐧𝐝𝐢𝐚" Product Knowledge: They should be experts on your FMCG products - their ingredients, benefits, and how they compare to competitors. Imagine a runner who doesn't know how their shoes work - they won't perform their best. Sales Techniques: Strong communication and negotiation skills are key. They should be able to convince shopkeepers to stock your products and present them in a way that attracts customers. Just like an athlete needs proper training techniques, your team needs sales training. Market Awareness: Understanding local preferences, pricing trends, and competitor strategies is crucial. They should be your eyes and ears on the ground, just like an athlete needs to be aware of their surroundings during a competition. Investing in training equips your team to: Maximize sales: They'll close more deals and get better shelf placement for your products. Gather better intel: With the right knowledge, they can collect more insightful information about the market. Build stronger relationships: They'll be seen as valuable partners by shopkeepers, fostering long-term loyalty. By combining a strong "feet on the street" presence with well-trained personnel, you'll have a winning team in the Indian FMCG market. #fmcgindia #salestraining #Gotomarketstrategy #buildingrelationships Amar - Sales and Growth Mentor Brijendra Singh ProReach Sales Academy

Which option do you think is correct? Comment below with your answer! To learn more about the "7 C's" and FMCG sales, enroll in our course FMCG Sales Excellence! Find the link in the comment section. 📞 If you have any queries, don't hesitate to get in touch with us on 01322-890096 #FMCG #Sales #Career #UpSkillNow #Keeron

Just a friendly reminder to my fellow FMCG sales professionals - the follow-up is just as important as the initial pitch. It can be frustrating when you've put in the work to create a great proposal and deal for a customer, only to have them go silent. But persistence is key. In my experience, a multi-channel approach works best - follow up with emails, WhatsApp messages, and phone calls. It may feel pushy at times, but it's all part of the job. We can't afford to let potential orders slip through the cracks. Remember, if one customer isn't responsive, there are plenty of others out there who might be interested in our products. Let's not wait around for a response that may never come. Keep pushing forward and exploring new opportunities. #FMCGsales #persistence #customerfollowup #UAE #FMCGindustry #IFFCO #AbuDhabi

As a Zonal Sales Manager (#ZSM), providing on-the-job training to Regional Sales Managers (#RSMs) is crucial for their success. Here’s how I would approach it in my current role as ZSM in Alkem Laboratories Ltd. 1. #Introduction and #Expectations : Start by introducing myself and outlining the objectives of the training. Clearly communicate what I expect from them during the training period. 2. #Understanding the #Territory: Help RSMs gain a deep understanding of their assigned territories. This includes demographics, market trends, competitor analysis, and potential growth areas. 3. #ProductKnowledge: Ensure RSMs have comprehensive knowledge of our products or services. This includes features, benefits, pricing, and how they stack up against competitors. 4. #SalesStrategyDevelopment: Guide RSMs in developing effective sales strategies tailored to their territories. This involves setting achievable goals, identifying target customers, and creating action plans. 5. #TeamManagement: Teach RSMs how to effectively manage their sales teams. This includes recruiting, training, motivating, and evaluating team members to maximize performance. 6. #CustomerRelationshipManagement: Emphasize the importance of building strong relationships with key customers. Teach RSMs how to identify and prioritize high-value accounts and maintain regular communication. 7. #ProblemSolvingSkills: Equip RSMs with the skills to address challenges and overcome obstacles in their territories. This could include handling customer complaints, resolving conflicts within the team, or adapting to changes in the market. 8. #PerformanceEvaluation: Establish clear metrics for evaluating the performance of RSMs and their teams. Regularly review progress against targets and provide constructive feedback for improvement. 9. #ContinuousLearning: Encourage RSMs to continue learning and growing in their roles. Provide resources such as industry articles, training sessions, or networking opportunities to support their development. 10. #FeedbackandSupport: Maintain open communication with RSMs throughout the training process. Encourage them to ask questions, share their experiences, and provide feedback on the effectiveness of the training program. By following these steps, RSMs will be better equipped to excel in their roles and drive #salesGrowth within their territories. #leadershipdevelopment #leadershipexcellence #salesandmarketing #teamwork #teamDevelopment

Last time I shared with you as I started my career path #salesdevelopmentrepresentative #coursera #SVacademy now would like to share with you what I understood, please dear network add your perspective articles, it will help to understand more and advance my career paths. #1, Sales development is the process of creating and evaluating leads to increase sales. It frequently involves outreach, lead nurturing, and prospecting. #2, Trade development is the process of forming alliances and partnerships with distributors and retailers to increase the availability and visibility of products on the market. #3, Market Development is the tactics used to grow and penetrate new markets; these tactics frequently include positioning, segmentation, and research to reach a larger audience. #4, Business Development: Uses a comprehensive strategy to boost a company's overall growth. It involves partnerships, strategic planning, and the identification of growth, innovation, and revenue-generating opportunities. #5, Sales Representatives: Those in charge of promoting a business's goods or services. They engage directly in the sales process, forming bonds with customers, learning about their requirements, and completing transactions. In conclusion, even though trade development, sales development, and sales In summary, market development and business development cover tactics for market expansion and overall business growth, whereas sales development, trade development, and sales representatives are more concentrated on particular facets of sales and distribution. #ABH Partners PLC #Safaricom Telecommunications Sudeys Abdurehim Belete Wondimu Abel Gebrekidan Weldetensai አቤል ገብረኪዳን ወልደተንሳይ Abdi Shanko Oljirra Alemayehu Kefiyalew Yisehak Adhanom Yishak Temam Bruk Admassu Getaneh Abera Eyob Kifle Moges Luwam Mehari Endalkachew Asfaw Alazar Eshetu(Rotaractor) Asfaw Gedamu Lemmi Lemma Lejisa Batu Deriba Gemechis Ejeta Hambisa Batu Deriba Fikadu Reta Alemayehu Anteneh Getachew Lemesale Alemu Anteneh Gizaw Abiyot Belachew Haile