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Sales Force Transformation for IT Education Services

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%