Complete sales model redesign with a focus on servicing the right customers at the right frequency with the right messages to drive ranging and volume uptake at a lower cost-to-serve
Our client sought to improve revenue and reduce sales costs through developing and implementing a new service model and tools that would better service their customers and turn around performance.
They had been underperforming in the market for a number of years and yielding poor returns on their sales force investment.
reduction in cost of sales team
increase in call rate
reduction in cost per call
Restructure the sales team and call rates based on a new customer segmentation method
Embed new sales MOS and cascaded reviews
Create tailored dashboards with the ability to drill down and identify levers for underperformance (e.g. churn, ranging issue, volume issue, etc.) enabling proactive corrective action where needed
Develop a sales training roadmap
‟We are now thinking about our sales team completely differently – and that’s a good thing!”
A sales force is an asset with scarcity – people plus time – so it is vital to ensure the value of that time is maximised.
Critical to this is ensuring the sales team are armed with rich insights to have very targeted conversations based on real data.