Background
An IT education services provider wanted to restructure its sales force across various business units to improve its lead conversion ratio and sales force effectiveness
Solution
- Detailed process definition, cross-functional hand-offs & customer touch points
- Review of sales aids, collaterals, check sheets, forms, etc
- Consistent implementation of sales metrics (lag & lead) across the business units
- Realign incentive scheme to organization’s strategic priorities
- Mechanism to improve the quality of customer acquisition
Results
Increase in lead conversion ratio by 30%
