Winners Arena: Sales Colosseum of the University of RAEC

On August 23, a large-scale event of the University of RAEC was held in Moscow.  It brought together leading experts in the field of training and HR among RAEC manufacturers and participants, as well as project sales managers.

The aim of the event was to create a platform for full-time training and exchange of best negotiation practices for the electrotechnical market.

This industry is complicated because a sales manager has to combine so-called hard- and soft-skills to succeed, not just obtain technical skills, or solely communications skills. Factors affecting sales performance and the balance of competencies became issues for discussion at the event.  

Sales Colosseum schedule included several thematic blocks with different content. 

The event was opened with the “Solution of technical cases” block, during which teams were to solve product cases. Their answers were assessed by experts from suppliers. 

We all know that technical competences for front-line managers are no less important than negotiation skills. Knowledge of the product increases the level of managerial expertise in the eyes of the consumer.

The aim of the “Solution of technical cases” block was to upgrade hard-skill competences. The cases were created in collaboration with manufacturers.   

The first round included questions on product knowledge, the second - detailed cases and questions from buyers.

The level of engagement, excitement and desire to continue was so strong that the participants hardly met the timing. The photos reflect the atmosphere of this block!

Even if you dealt with your company's assortment matrix of 30,000 SKU, then your negotiation skills require training through all your life. The “Negotiation practice” block was dedicated to training for challenging negotiations.

What was the challenge? To solve the case, the management team needed to show top class: in 20 minutes to make a sale, having mobilized all the resources, remembering all the tools, and make an agreement with the client.

The clients were suppliers and sales directors of the participants.

Each case was assessed by the team of experts, who gave feedback on the most efficient negotiation means to use.

Clients and experts gave each team a point score and sometimes the scores of the parties were radically different!

What other blocks were in the Sales Colosseum?  We will speak about it in the series of materials published following the University of RAEC event.