Learn how Mercuri International applied the “Competence Clock” approach to design and implement a training program for a consumer goods company. The program brought a large increase in KAM and negotiation skills which led to an increase of 15% in turnover in two years.
The challenge
This company is one of the two main players in a market where the concentration of the distribution is accelerating. Independent retailers have almost disappeared in favor of integrated chains or affiliates, who now represent the bulk of the market. The key account team has been deeply renewed, and the tools and the ways of working are fragmented and heterogeneous.
The solution
We used the Competence Clock approach developed by our Strategic Competence Management team. This very pragmatic, documented and powerful methodology consists of 8 steps to enhance competence management in Key Account Managers (KAM).
The outcome
Thanks to the team’s active involvement in both designing and implementing the training program, the company achieved a:
- 15% increase in turnover over two years
- larger market share
- greater product visibility at points of sale
Conclusion
The company has also observed enhanced skills and behaviors, including a shared vision and common approach to Key Accounts, the use of standardized tools for preparation and execution, a stronger collective sense of empowerment and confidence, and a deeper understanding of clients’ objectives and constraints.
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