Company: A large global Ed-tech player
Problem statement: The client wanted to improve their overall salesforce productivity, create a high-performance culture and increase their conversion rate.
Approach:
Step 1: Deep-dive into the sales process and organization- We developed a comprehensive view of the existing sales process (lead identification, allocation, reach out, activation, and conversion) to identify potential areas for improvement and automation
- We conducted a time-motion analysis of sales executives and managers to establish a productivity baseline
Step 2: We conducted extensive conversations across teams to understand their issues and identify key detriments to productivity (people/culture driven, process-driven, technology-driven).
Step 3: Basis our analysis, we developed an exhaustive driver tree to develop potential solutions.
Step 4: Basis inputs from stakeholders, we chalked out a list of potential initiatives across key themes.
Step 5: We developed a view on initiatives basis the required timelines (long and short terms) to identify easy wins.
Step 6: We implemented various short-term initiatives and initiated long-term solutions.- Sales L&D engine: We designed and developed the entire sales L&D engine and implemented training for sales executives and managers
- Sales SOP: We codified the entire sales process and helped to bridge the process knowledge gap among sales executives
- Sales Cadence: We recommended and implemented daily routines of sales executives and managers
- CRM and tech solutions: We developed a long list of tech solutions and implemented the high-impact ones
- Performance culture: We analysed the current incentive structure, identified issues, and recommended a holistic incentive structure for sales executives
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