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Cargill Sellers Attribute 30% Revenue Increase to Sales Effectiveness Program

The Challenge

To enhance the customer experience and evolve sales practices from demand fulfillment to demand creation, Cargill launched a Sales Effectiveness initiative aimed at improving selling efforts across the world. This initiative intended to maintain Cargill’s number one position, expand market position, grow shares of business in key accounts, and increase margins to drive profitability.

The Sales Effectiveness initiative focused on aligning sales functions around consistent sales knowledge and skills; establishing a common sales language; and putting in place key practices for how salespeople qualify leads, position the Cargill story, and serve a diverse range of customer needs. The entire solution is supported, reinforced, and sustained by a Sales Manager Development program, with the specific goal of building strong sales coaching cadence and skills.

The Results

30%
Of revenue increase among top performers
10+
New large accounts acquired in one business unit
2x
Volume reported in one of Cargill’s largest preferred accounts

It pushed me outside my comfort zone. Richardson’s customized approach gets people out of their chair and into role playing that ignites learning. These concepts will stick with me much longer.

Sales Executive, Cargill