Agriculture · Brazil, India, China
Recent work · 2026
A core sales program across three continents
A global crop nutrition company wanted one core sales program for its commercial teams in very different markets.
Read the case →
Skills gaps across business units
Problem we solve · Sales Excellence & Key Account Management
Skills gaps across business units
“Each unit trains sales differently. We have no shared view of capability.”
When business units choose their own sales training, the company ends up with different methods, uneven skills and no way to compare capability. A shared skills assessment and a few common programs, chosen against the gaps, give leadership a view and sales a common language.
Why it happens
Cause 1
Training bought unit by unit
Cause 2
No common sales competency model
Cause 3
Managers not coached to coach
What we hear from clients
Paraphrased and anonymized from recent conversations.
“We already have a sales skills gap analysis; we need providers for leadership coaching, closing and negotiation.”
How we solve it
The approaches we use most often for this problem. Most clients start with one.
How we help
Capability assessment
We assess individuals and teams against the marketing, sales and finance capabilities your strategy needs, compare them with industry best in class and link the gaps to business results.
How it works →How we help
Value selling and negotiation
We train and coach sales teams to sell on value: quantifying it, telling the value story, handling objections and negotiating without defaulting to discounts.
How it works →How we help
Sales cadence, pipeline and CRM discipline
We help sales teams build the habits that make strategy happen: territory and account planning, call preparation, pipeline reviews and CRM use that managers actually rely on..
How it works →Tools that help
Market Edge frameworks used to diagnose and fix this problem.
Clients who solved this
All case studies →Agriculture · 15 countries
[Result]
Assessing marketing capability across 15 countries
A global agribusiness needed to know whether marketing in 15 Latin American countries could deliver very different go-to-market strategies.
Read the case →Further reading
Articles by Market Edge consultants on mkt-edge.com.
Questions about skills gaps across business units
Do we need a new assessment?
Not always. If you already have one, we design programs against its gaps.
Can units keep their own training?
Yes, within a common competency model and language.
Situations where this shows up
"I've just taken over marketing, and we don't have standard tools."
Building or rebuilding a marketing function
A new marketing leader in a lean organization needs a team, a process and early results, fast.
How we help →"We're about to launch, and the price is cost plus margin."
Pricing a new product launch
A new product worth tens of millions is about to be priced without a view of its value to customers.
How we help →"Leadership wants to know if marketing is the right size, and what it delivers."
Proving the value of marketing
Executives are questioning marketing headcount and impact, and you need evidence.
How we help →"We're reorganizing our route to market to grow margin, not volume."
Reshaping the sales force
New customer tiers, channels or owners mean the sales force has to change who it calls on and what it sells.
How we help →Other Sales Excellence & Key Account Management problems we solve
Sales Excellence & Key Account Management →Sales Excellence & Key Account Management
Sales and rebate led for years
“We have been sales and rebate led for years. Value is never part of the conversation.”
Read more →Sales Excellence & Key Account Management
Big customers, not key accounts
“We call every large customer key, so none gets a real plan.”
Read more →Sales Excellence & Key Account Management
Price increases damage relationships
“Every price change turns into a standoff with our biggest customers.”
Read more →Recognize this problem?
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