Seventy years ago the Ercole family from Piedmont started sharing their authentic Italian food. The magic of their pesto and other fine sauces is now available across Europe and beyond. The UK business has been driven by the remarkable Clare Blampied over the last 20 years.

Situation brief

Sacla’ has a small commercial team with the task of managing the UK’s major Retailers. In 2012, Clare, the MD requested a leading edge programme to hone the skills and impact of the sales team.

Task given to STAR

Establish a consistent and sustainable SACLA’ way of selling with key tools and templates to be common across the business.

Action taken

1. Present a suggested approach to the Head of Sales.
2. Refine the approach to incorporate existing SACLA’ best practice
3. Launch the approach to the team and invite their additions and enhancements
4. Use the new templates to create customer plans for 2014 5. Sell the insight-based plans to key customers 6. Review progress and set targets for next phase of learning


The target was to establish one way of customer management. This is set now. The next wave of development is around quality of strategic customer selling.

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