Challenge
Centum Impact
Centum 5D Approach

CHALLENGE

With more than 1000 dealers across India, selling multiple products to a variety of customers, the sheer scale and scope of ordering, replacing and re-ordering products were earlier done manually. With the advancement in technology and ease of implementation, a Smart Order System (SO) was introduced for the dealer network. It was envisaged that Distributor Sales Representatives (DBSRs) would be able to showcase the entire portfolio and take order smartly. However, behavioural adoption, selling skills and effective usage became a challenge.

CENTUM IMPACT

Through Centum Learning's outcome-based learning interventions, the Smart Order (SO) usage and range compliance productivity of Distributor Sales Representatives (DBSR) were improved:

Upto 10% increase in range selling
100% coverage of Smart order usage within assigned targets
98% growth in usage compliance

CENTUM 5D APPROACH

To address & overcome the challenges, Centum Learning deployed its proprietary 5D approach:

		1. DEEP DIVE Market study to understand on-ground challenges related to knowledge, usage of SO system, approach to sell and place SOs range Key stakeholder & customer feedback
		2. DIAGNOSTIC Low awareness about the SO system and its advantages Lack of structured training program Need to enhance selling skills as well as soft skills of Promoter & Front line sales team Unclear measurable outcome
		3. DESIGN Intervention covering 5000+ promoters & 300+ trainers Customized Blended learning journey based on the categorization of promoters — Platinum, Gold & Silver Trainer assessment & categorization
		4. DELIVER 70:20:10 delivery model i.e. 70% on-the-job-training, 20% classroom training including role-plays & focused group discussion and 10% peer-to-peer learning A Structured review with South East Asia Head Fitness certificate of all promoters Trainer boot camp for delivery standardization
		5. DERIVE OUTPUT "The quality of resources Centum deployed, my team also vouches for it, that they were great. The kind of materials they used and the kind of techniques they used were quite professional. The engagement went well, and we got good results. We are further driving business with this project & hence I think they have been an asset to us." - Regional IS Director, South Asia

Success Stories

GIVING WINGS TO DREAMS

MEENAKSHI KUMARI, NEW DELHI

In the hustle bustle of the an international airport it is easy to overlook this smilin...
IN LOVE WITH GRAND AUTO

NITESH SONI, RAJASTHAN

Nitesh Soni, a graduate from Jaipur has humble dreams - \"a good job, my own house and ...
WITH GREATER GRIT COMES GREATER GLORY

KAMLESH, NEW DELHI

Hers is the story of most women in small towns of India: married at a tender age and an...
WHEN THE UNIVERSE CONSPIRED!

DEEPA ADVANI, RAJASTHAN

Jaipur-born Deepa Advani, Masters in Sociology, never dreamt that she would work in the...

It was a great effort put in by Centum team. Detailing of the entire event coupled with flawless execution is really appreciable. Hope to see many mor...

-

Manager, Network Development Tata Motors
As a company, we are young, dynamic and are constantly looking to grow. Resting on our laurels is not an option. We are always looking for ways to imp...

Arun Batra

CEO Matrix Cellular International Services Pvt. Ltd
The need for establishing a 'AMW Way of Selling' was envisaged to strengthen the AMW sales culture and we partnered with Centum Learning to leverage i...

Sateesh. V. Shet

DGM - Learning & Organisation Development Asia MotorWorks
The process manual devised by Centum Learning experts is highly elaborate and would help us in many ways....

Rahul Chopra

Vice President Everest Industries Ltd.
I would like to take this opportunity to appreciate the good work put in by Centum. It has made a lot of difference to the staff and we are clearly se...

General Manager Guest Relations, DIAL

Success Stories

GIVING WINGS TO DREAMS

IN LOVE WITH GRAND AUTO

WITH GREATER GRIT COMES GREATER GLORY

WHEN THE UNIVERSE CONSPIRED!

Client Testimonials