Treasury Wine Estates Case Study

“Improving customer delight by redefining excellence in sales performance”
Treasury Wine Estates is one of the world's largest wine companies, listed on the Australian Securities Exchange (ASX). They asked Uspire to help them understand the key components of high quality sales performance.
Situation Brief
Task given to Uspire
Action Taken

We need to understand what the components are for high quality sales performance (Vintrepreneurs) so that we can define what ‘Commercial Excellence in Wine’ looks like and then make it happen across EMEA.

Tell us where we stand now in terms of selling skills across all sectors and then create a learning journey which catapults TWE to a point of setting a standard for our industry.

  • Uspire asked the Steering committee to shape the sales competency model relevant for all aspects of the commercial operation.
  • Uspire used a co-created competency set to do a rigorous familiarisation of the Treasury Wine Estates business and its key Account Management teams.
  • Uspire enlisted the aid of Sales Champions from each sector to launch and monitor progress
  • Uspire co-created a learning log and APP
  • Two months after launch Uspire conducted a round of review days to ensure momentum was maintained

… I see a new and consistent energy, much more insight within our customer plans and a better attention to speaking customer language.

Jonathan Caton, Grocery Sales Controller

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