Increasing sales efficiency
One of our clients wanted better achievements from its sales force and asked for our support. First, we clarified the organizational context in which the sales people operated, we identified and separated the external constraints influencing the sales process which were not attributable to sales staff.
Then, we assessed the sales skills and motivation, identified strengths and development areas and conducted individual coaching sessions targeted at specific development needs. The follow-up after 10 months demonstrated better key performance indicators – KPIs (number of new clients, ARPU, profitability per client, number of transactions per client, number of products per client, etc.) measuring sales efficiency.
