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Aligning the sales force of a leading automobile player to enhance institutional sales

Title: Aligning the sales force of a leading automobile player to enhance institutional sales.

Challenge: Institutional sales plays a key role in enhancing the top line for companies because of the sheer volume of business they rake in. More so in sectors which are highly competitive. The client, a leader in automobile sector was keen to optimize the opportunity in this segment.

Action: Institutional sales for the client includes fleet sales, sales to the government organizations and corporate sales. The mandate was to hone their skills around appropriate profiling and approaching the prospects in a planned manner and finally ensuring effective closure. To achieve this, Centum Learning designed a learning intervention which focused on grooming and selling skills for the sales team.. A diverse team including sales officers, sales executives, team leaders and sales managers were trained under the learning intervention. The programme covered topics including process adherence, developing communication skills for interfacing with the customers, understanding of customers' needs, developing pre-sales plan and finally, adherence to the organizations' 'ways of working'.

Result: Centum Learning accomplished the task of grooming more than 300 employees thus increasing sales performance of the employees and increasing the top line.

Perspective: Because of the sheer volume of business at stake, appropriately skilled institutional sales teams can make considerable difference in the overall business performance. In this client’s case, immaculately laid out processes to approach prospects ensured higher conversion ratios making remarkable difference to sale performance of the teams.


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CIN: U74120DL2007PLC158956

Tel: +91- 4588 1000 / 1200 , 4600 1100

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