THE CORRECT AND FAIR RELATION WITH CUSTOMERS AND CONSUMERS IS THE RESULT OF QUALITY AND CONTINUOUS EDUCATION OF THE SALES TEAM OF PIVARA SKOPJE

Ljirim Miftari has joined the team of Pivara Skopje in 2002, and since then his career has been moving upward. As a Sales Trainer in Pivara Skopje, he constantly conveys his many years of knowledge and experience to the new members and improves the skills of the entire sales team. He is speaking passionately about the working challenges, the culture and the positive atmosphere in Pivara Skopje, about which he says it motivates you and allows you to find yourself at what you can do the best and constantly progressing. “Without hesitation, I will say that the main capital of Pivara Skopje are the people. The strong commitment and support of this company is motivating people to develop themselves on a professional level, “says Ljirim. For him, the three children and his wife are those who motivate him, give him inspiration and energy for everyday challenge.

1. Tell us more about your beginnings. When and how did you start your career in Pivara Skopje?

It was a nice April day in 2002, when I started my career in Pivara Skopje. The beginning of my career was like a merchandiser – a commercialist in the Skopje region. After a year I moved to the distribution center Tetovo-Gostivar as a commercialist where I was promoted to the Team Leader, and in 2015 I came to Skopje as part of the Commercial Capability Unit as a Sales Trainer of Pivara Skopje.
I was proud to lead a team with whom later we gained huge successes in sales together. I have simply set an objective since the first day that I will change the image in that region and together with my team, with a lot of engagement, desire and passion, we managed to contribute to the top positioning and sustainable growth. I am glad that I have left behind a well trained and compact team that can answer to all the challenges that market brings.
The position, Sales trainer was a kind of challenge for me, because it was new and completely different from what I did before. I quickly adjusted and strived to make a connection between the many years of experience and knowledge in sales and its transfer in the part of the sales force in Pivara Skopje. I’m most glad that I found myself in this role. I worked with great passion and desire and I enjoyed working on developing the skills of the sales team.

2. What does your current position include and what is in the main focus?

It may sound ridiculous, but it’s really hard for me to explain to people outside the business what I do. Briefly, part of the many obligations I have as a Sales Trainer are: assessment of skills and competencies for the commercialists and team managers, I train them and refine their abilities to give the maximum of themselves, insure local talents from the sales structure through cross – sectoral team collaboration and giving clear guidance and feedback to the relevant regional manager and team managers. I also research and analyze the training needs, design and deliver, then evaluate the effectiveness of the training programs and of course the most important thing – I’m transmitting all the news, taking the best of the two Groups, Coca Cola Hellenic & Heineken.

3. Within the Sales Department in Pivara Skopje, the Sales Academy also operates. Tell us more about that?

The Sales Academy is primarily designed to provide the necessary knowledge, skills, information, and standards for new members who join us in the sales team.
It contains several modules and is held within three days. Topics are covered from the role of a business developer / team leader, basics of activation, negotiation, complaint resolution, job security, product quality and many other topics.

4. Beside from the Sales Academy, you also keep training for the sales team. What is the purpose of such trainings?

We constantly maintain various trainings for the existing sales team, and depending on the need, we have new topics and trainings related to the company’s strategy and about the changes and new challenges on the market.

My main focus on these trainings is – by presenting the concept and strategy of the company, to enable the sales team with much passion to use it into practice. For this, of course, it takes time, but gradually it will become a habit and will continuously change the field. Acting with integrity and brutal sincerity, always compatible between words and actions, I endeavor to create a safe and positive environment for myself and for others, always looking for new ways of performing tasks.

The goal above all is to ensure that our people from the sales team get the necessary knowledge of their position. They need to be prepared with all the skills to carry out tasks and translate the company strategy into reality, and that is the market. We are changing following the market trends, and so our approach is changing. We work with our sales team giving directions through trainings, and they further shows the knowledge on the field, all that with a high level of motivation, passion and professionalism. In the end, satisfaction is meant for all, and the feeling of being the number one on the market and the undisputed leader in all segments is indispensable.

5. What challenges do your team encounter with customers?

The challenges are great, because our customers have great expectations from us. The main reason for this is that Pivara Skopje has the largest part in market at the segment of beverages, for beer and soft drinks. Our sales team always strives to create a relationship, between customer needs and our proposals, at the end we have a win-win situation. The biggest challenge is to have a satisfied customer from every aspect, and we can always believe that there is always chance to go a step further to build a lasting partnership and strengthen our common road with our customers.

6. What is crucial to maintain a good relationship with customers?

First of all, the approach, sincerity, business growth proposals, problem solving, and most importantly – trust.

7. How many buyers are crucial for the success of a business?

In the values ​​of Pivara Skopje for decades has been built a culture that the customer is always in the first place and we should fully devote to his demands. The customer is the meaning and the center of our business and so will remain. In order to impart this culture, we recently organized special trainings for which besides the sales team, other colleagues from all sectors, as well as the entire management team, were present. The purpose of these trainings was to indicate to all employees how many customers are a significant link in our business and that their satisfaction depends on the behavior of each Pivarec.

8. How a big company like Pivara Skopje affects on the professional development of the employees and the working atmosphere?

Pivara Skopje offers a huge opportunity for development in a dynamic and pleasant atmosphere, with huge mutual respect among colleagues. Without hesitation, I will say that the capital of Pivara Skopje is the people. The strong commitment and support of this company motivates people to develop on a professional level. Specifically in our sector I do not remember when we had negative energy and atmosphere. We are always positive, transparent and with mutual support. I often say that it is difficult to find such a team and I am honored to be part of the Commercial Capability Unit.

9. To what professional goals will you strive to become even more successful in your area in the future?

I am convinced that learning by definition is a process. This means that the process has a beginning, but there is no end. I will continue to study, and that is a pleasure for me, because when you study at the same time you are changing for good, but you also become more confident.

10. What are you doing in your free time, do you have a hobby or something that relaxes you?

I read and I want to keep up to date with the news in the business world and my work, but also I like to walk and go mounting. As a father of three children, of course, my family is proud of my priority. They are my main motivator, they give me inspiration and energy, and the biggest supporter without whom I cannot imagine my life, is my wife.