Campari Group is a €2.9b global player in the Spirits market. Based in Milan, Italy, they distribute their premium and super premium spirits brands such as Aperol, Campari, Espolon, Skyy, Grand Marnier & Wild Turkey to 190 countries around the globe.

Challenge faced:

In 2016, Campari Group was looking to unite their sales development programs around the world into a best-in-class Sales Academy with a quest to lead the global spirits market. At the time, there was no specific Campari sales methodology or global best practice for Sales Effectiveness.

BIG Solution:

Following a successful launch of the Campari Way of Selling in Australia, we were invited to pitch for the Global Commercial Academy. We advised Gruppo Campari of how to set up the academy in terms of strategy, content development and distribution, then led the roll out around the globe to more than 16 foreign markets in the first 12 months.

Outcome delivered:

Campari now has a world-class sales development program that is available around the world, with a development pathway for each sales role and a very engaged salesforce. Annual sales have continued to grow globally by 8%. BIG is still responsible for delivery of ongoing sales development programs in Australasia, 9 years after launch of the Commercial Academy.

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