In 2025, commercial pressure is mounting in Australia and suppliers are under pressure to deliver both commercial results and customer-centric execution.
- Consumer sentiment fell by 6% in April, driven by economic uncertainty, and remains below the neutral mark of 100, signalling cautious spending.
- Retail growth is also muted. In May, turnover rose just 0.2%, driven by seasonal apparel, while food and grocery remained flat, despite inflationary pricing.
- According to EY, 62% of Australian consumer goods companies reported revenue growth driven by pricing, not volume, placing pressure on margins as input costs outpace selling prices.
- Meanwhile, customer expectations are evolving fast. KPMG reports that 85% of Australian shoppers blend online and in-store, with more than half expecting same-day delivery and personalised experiences.
Why Sales Mastery is different
Traditional sales training hasn’t kept pace with market changes. Many programmes rely on outdated theory or generic workshops.
Sales Mastery by Total Negotiation Group (TNG) is different. It views selling as a crossfunctional capability, not just a sales role. It equips FMCG teams with skills and tools to lead sharper, insight-led conversations across roles, functions and channels.
Built for today’s commercial challenges
Sales Mastery delivers practical, real-world execution through:
- Value-led proposals across omnichannel journeys
- Deep understanding of supplier and customer P&Ls
- Cross-functional collaboration across category, RGM, finance and supply
- Confidence in pricing, promotion and negotiation
Participants engage in a blended programme combining digital learning, workshops, simulations and one-on-one coaching applied directly to business cases using real data and shopper dynamics.
Measured capability uplift
TNG’s Commercial Skills Evaluation Tool (CSET) measures capability before and after the programme across:
- Commercial storytelling
- Financial acumen
- Category and RGM planning
- Strategic negotiation
Results that stick
Sales Mastery has been rolled out globally with strong results. Teams leave with stronger commercial capability, cross-functional alignment and the confidence to deliver high-impact outcomes.
If your team is being asked to do more with less in 2025, Sales Mastery is the benchmark for building long-term commercial capability.
For more information visit the Total Negotiation Group website www.totalnegotiation.com or email apac.info@totalnegotiation.com or ben.mcphee@totalnegotiaton.com. TNG partners with FMCG suppliers to build long term commercial capability, trading strategy expertise and negotiation strategies that deliver sustainable commercial outcomes.
Total Negotiation Group is a Silver Partner of the Drinks Association.