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Case Study

Hurix Digital Develops Ingenious Sales Simulations for a Major FMCG Player in Under 6 Weeks

Client Overview

Our client is a global leader in the FMCG sector. They are renowned for their extensive market presence and innovative sales simulations. They aimed for an innovative training approach for better sales execution skills of Supervisors and Managers in the AMESA (Africa, Middle East, and South Asia) region.

The Challenge

The client’s sales team faced multiple challenges to train their Arabic-speaking workforce. They needed a wide range of training content in a short period. Some of the big hurdles were:
  • Upskilling Across Diverse Markets: Traditional trade systems in the AMESA region varied in maturity, requiring customized solutions for Supervisors and Managers.
  • Standardization of Sales Excellence: The team needed to align with standardized systems and processes while adopting a new sales model based on Key Principles and Frontline Sales Competencies.
  • Role-Specific Training: Separate simulation paths were needed for two roles—Managers and Supervisors—and for two categories—Food and Beverages.
  • Tight Timelines: Hurix Digital had only six weeks to provide a tailored training solution in varied locations and markets.

Our Solution

Did You Know?

A study by the Association for Talent Development found that companies that provide comprehensive training to their sales teams have 24% higher profit margins than those that don’t.

Hurix Digital has created a fully bespoke, software-neutral business simulation training program, which provides demonstrable learning results:

1

Custom-Designed Simulations

  • We developed customized simulations for Food and Beverage sales, with different itineraries for Managers and Supervisors. We additionally developed situations to match Key Principles, that can be used for direct application of Frontline Sales Skills.

2

Immersive Learning Experiences

  • We have designed a visually rich, interactive framework for simulation, with real-time decision-making scenarios. Adaptive learning strategies were incorporated using a continuous feedback loop so that students could gain scores and improve their strategies.

3

Scalable and Software-Agnostic Models

  • The modes were compatible with various lineages of LMS platforms in the AMESA regions. We developed a framework for seamless deployment across various platforms and markets.

4

Localized Content for Cultural Relevance

  • Since the employees were Arabic speakers, the training content was translated into Arabic for frontline sales teams, ensuring accessibility and engagement.

5

Agile Collaboration Model

  • We adopted a semi-agile approach to ensure sustained active involvement in the therapy with the client, allowing for rapid adaptation and retraining as per the changing requirements.

The Result

The program produced outstanding results and that was also within an astonishing 6-week period. Some of the highlights are:

  • Employees showed enhanced decision-making and implementation of the Key Principles, which greatly improved store execution and customer satisfaction.
  • On the back of the successful AMESA simulation, the client requested simulations of their US and North American markets to extend the success model globally.
  • Arabic-adapted simulations greatly increased adoption and impact in AMESA.
  • The program provided Supervisors and Managers with the tools needed to deal with and excel in complex FMCG markets.
fmcg-case-study
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