The FEA has teamed up with SDS (Sales Development Solutions) to launch the sales management and development programme, a training scheme designed specifically for foodservice equipment manufacturers and suppliers.
The course has been developed over the past year to help answer the challenges posed by the new trading environment.
It considers the sales strategies and channels required to maintain business excellence, and is constantly being fine-tuned to meet the latest issues created by the Covid-19 pandemic.
The programme offers a wide range of opportunities, from helping employees take on greater responsibilities and manage different types of sales and reporting structures, to advising key leaders on how to set realistic and measurable goals, give timely and constructive feedback, communicate effectively, facilitate internal and external meetings and manage the performance of their teams.
Steve Hobbs, chair of FEA, said: “The current climate is forcing change and restructuring, both at operator level and in the equipment specification and supply chain. It’s crucial that foodservice equipment companies maximise the value of their most valuable asset – their people, both in direct and indirect sales roles.”
The programme, which is jointly led by Phil Martin and Julie Jaina, comprises an initial consultation followed by a preparation period, including personal profiling of the individuals taking part.
The course itself comprises monthly one-to-one sessions, over six months, when the individual’s strengths are established, along with areas that need development. SDS mentors will offer support throughout to ensure momentum is maintained.
Mr Hobbs said: “The combination of foodservice equipment knowhow and specialist personal development skills makes this an incredibly relevant programme for our industry at this critical time. The backing of FEA, and our wealth of expertise, should ensure that this programme delivers real and measurable benefits. The aim is to create teams that are highly focused, enthusiastic and connected – and who can deliver increased sales.”