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Training imparted at DSA increases sales acquisition by 57%

The Task

To improve the productivity of a low performing Direct Selling Agent handling the products of the world’s fifth largest telecom operator.

The Solution

The Client’s DSA was facing near stagnation with only 70-80 sales acquisitions per month. Recognizing the merit of right coaching inputs, Centum Learning started with conducting sales audit of that DSA and the Territory Sales Manager.

It was observed that the manpower deployed by the DSA, was not confident of making effective cold calls. Also, basic hygiene factors like complete knowledge of products, plans, processes and emphasis on self-grooming, were not in place.

Centum Learning coached the DSA on the importance of conducting daily morning meetings and fulfilling the hygiene requirements. It also focused on ensuring adequate infrastructure and technical support for achieving higher efficiency levels. It was further insisted that a detailed Coaching Report, Sales Audit Report and Morning Meeting Report is sent to all the teams concerned at the hub.

The Result

The processes were followed consistently for three months and as a result of this initiative, DSA exhibited a marked improvement in both sales audit scores and productivity with activations hitting a record high of 295 per month.

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CIN: U74120DL2007PLC158956

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