September 12th, 2013

Fonterra up-skills Sales staff

Last month over 20 of Fonterra’s Sales Representatives, Territory Sales Managers, and Account Executives graduated from the National Certificate in Sales Level 3, at a ceremony held at the Heritage in Auckland.

These were the first graduates in the FMCG industry to complete the Sales qualification.  Fonterra have a further 56 staff across Level 3 and 4 who are about to graduate, with another 60+ staff starting training in October.

Kelly Smith a Training and Development Consultant for Fonterra says the company decided to train for two key reasons: “to increase the capability of their sales team and to invest in development of its people for future roles.”

As a result of the training Fonterra has seen many benefits including increased sales, increases in coalface survey results (a Customer Satisfaction and Shopper Evaluation survey), improved commerciality and selling ability, and increased confidence and capability within the team.

“As a leading FMCG company Fonterra are committed to developing their people and need to ensure that they are continually improving the capability of their sales team to stay ahead of competitors in a tough environment,” says Kelly.

After completing the National Certificate in Sales Level 3, many staff are now progressing on to the Level 4 Sales qualification.  Fonterra also have Merchandisers starting the National Certificate in Retail Level 2.

All qualifications are managed by Industry Training Organisation, Competenz, whose programmes have been designed in collaboration with industry partners to meet the specific needs of the Food & Beverage industry.