Sales Capability Designed to Drive Growth
FMCG.
Sales Capability Development
Carrera designed and delivered a sales capability development program for the account management team of an Australian owned FMCG business which drove considerable commercial outcomes.
The Challenge
An Australian-owned FMCG business with a strong brand portfolio operating across Grocery, Independents, Petrol & Convenience, and Foodservice needed to develop the commercial capability of its sales team. Not generic sales training — a program built around the specific channels, customers, and challenges their team faced every day.
The goal was to close the gap between product knowledge and genuine commercial capability: the ability to have more sophisticated conversations with buyers, understand customer priorities, and build plans that delivered mutual value.
What Carrera Delivered
Carrera designed a Sales Development Program tailored entirely to the client's channel mix and commercial context. Content was built around real customer scenarios, real channel dynamics, and the specific objections and opportunities the team encountered in the market. Participants left with frameworks they could apply in their next customer call — not a folder of slides they'd never look at again.
The Outcome
The program lifted both the confidence and the commercial acuity of the sales team — with measurable improvement in the quality of customer conversations and joint planning. The business continued to invest in the team's development as a direct result of the outcomes delivered.
Thanks to the learnings gained in this program we have been able to sustain margim, increase share of category and achieve price increases with key customers - alll through difficult market conditions. This has left us in a better than expected position going into increasingly challenging times and with the confidence now to build a strategy that will work for us and our cusomers.
- Sales Director