Assisted a major telecom service provider in improving its sales in the rural market

The Task

To train the non-performing sales staff in a rural zone towards improving their performance and increasing sales

The Solution

The first step was to identify the non-performers. Select sales staff were identified to be trained for a period of 40 days using a 2-step approach where the first step was intensive classroom training for the participants, sensitizing them on handling the KRAs (Key Result Areas) and achieving Business KPIs (Key Performance Indicators). Stress was laid on:

• Teaching marketing basics and ‘go to market’ strategies
• Conversion of Recharge Outlets to Activation Outlets
• Acquisition of new Recharge Outlets

The second step comprised working together with territory managers in the field along with the identified non-performing sales staff setting them on a self motivated path towards achieving business KPIs.

The Result

60% of the sales staff who were trained crossed the threshold of sales which distinguishes the performers from the non-performers. A substantial increase in the number of performing sales staff and the corresponding revenue is a demonstration of how effective training and coaching initiatives can positively affect the bottom line of any business.

Back to Case Studies