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Pivara Skopje continuously develops its portfolio to offer beverages for every occasion throughout the day and to be a 24/7 beverage partner for buyers and consumers. This is one of the company’s most important strategic commitments, and for this purpose, it is necessary to have continuous growth and development of our sales force.
Business developers are the heart of our business. They are divided into three segments, i.e., three field sales channels: “Out of home,” which includes hotels, restaurants, cafes, and bars, key accounts-oriented sales, referring to large market chains, and sales focused on smaller retail outlets.
With more than 70 business developers and over 15 team leaders, developing their commercial capabilities and negotiation skills is crucial, a responsibility that falls to the commercial capabilities development sector. This sector consists of three colleagues who continuously work on developing the key skills of our sales force.
What does that entail? Goce Mitev, Commercial Capability Development Manager will explain. Together with Aleksandar Krstevski and Jovan Ruseski, they are the driving force behind this sector, and they lead the Sales Academy.
Goce Mitev, Commercial Capability Development Manager at Pivara Skopje
He has been working at the company for more than 11 years, developing his career mainly in the sales sector. Since 2021, he has had the pleasure of leading the commercial capability team at Pivara Skopje. This team consists of two commercial capability leaders, Aleksandar and Jovan, who have sales experience. They are responsible for building the sales skills of our exceptional sales teams.
Can you tell us more about the importance of developing the sales team’s competence in our company?
The development of knowledge, commercial capabilities, and, of course, sales competencies of our sales teams is one of our top priorities. Our sales representatives are the foundation of our business. To improve their skills, in 2021, we founded the Sales Academy. This group learning platform consists of a series of dedicated training sessions at different levels of expertise.
Who are the training sessions of the Sales Academy aimed at?
Primarily at all new employees in the sales department. Completing the training program and acquiring the License to START from the sales academy, which consists of 16 sessions and development modules, is mandatory. Additionally, our existing business developers are required to refresh their knowledge once a year to ensure they remain up to date with the latest practices and techniques according to the License to SELL, which consists of an additional 15 development modules. Those who have exceptional achievements in performance acquire the License to LEAD.
What are the different training levels offered by the Sales Academy?
The Sales Academy offers four training levels – the first level is for tele-sales agents; the second level is intended for business developers; the third level is intended for sales team leaders. The fourth level, which we plan to launch at the end of October this year, is the KAM Academy, designed for key account sales managers. These training sessions are conducted by qualified trainers both from the country and the region, helping participants acquire the key skills necessary for their roles.
What are some key areas covered in the Sales Academy training sessions?
Our training sessions cover a broad range of topics, including knowledge of our product portfolio, sales skills, negotiation techniques, operational efficiency, process digitization, time management. These sessions are cyclically organized for all employees in sales and support departments using eLearning platforms like MYcro Learning and eBoosters.
What innovative training methods or technologies does the Sales Academy use to enhance learning and engagement?
The Sales Academy uses several innovative methods and technologies to enhance learning. These include gamification techniques to make learning fun and competitive and AI-driven analytics to tailor training programs to individual needs. Additionally, our digital learning platform allows employees to access training materials anytime, anywhere, significantly increasing flexibility and engagement.
In an ever-changing industry, how does the Sales Academy keep its training programs up-to-date and aligned with current trends?
We constantly update our curriculum based on the latest industry trends and feedback from our sales teams. We also collaborate with external experts and industry leaders to bring new perspectives and insights. We continuously seek new growth opportunities for our capabilities and maintain close cooperation with some universities in our country.