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Centum Learning enables a 60% increase in performing Rural Distributors

The Task

To resolve and completely transform a case of inactive Rural Distributors (selling the products of India’s largest telecom brand) which was negatively impacting the revenue generated.

The Solution

It was observed that the client had a high number of inactive RDs in the territory in question.
The first step was to identify the non performers. Six RDs were identified and then trained for a period of 40 days, using a two step approach. The first step included intensive class room training for the participants, sensitizing them on handling the KRAs (Key Result Area) and achieving Business KPI’s. Stress was laid on :

  • Teaching marketing basics and ‘go to market’ strategies
  • Conversion of Unique Recharge Outlets to Unique Activation Outlets
  • Acquisition of new Unique Recharge outlets

The second step comprised of working together with the RTMs in the field along with the identified non performing RD’s, setting them on a self motivated path toward achieving business KPI’s.

The Result

The territory received a fillip when nearly 60% of the inactive were made active through the intervention A substantial increase in the number of active RDs and hence the revenue generated (since the differentiation between active and inactive in this case is revenue based) is a demonstration of how effective training and coaching initiatives can positively affect the bottom line of any business.

  • 131 inactive RDs in April 2011
  • 78 RDs become active in May
  • 59% conversion rate from inactive to active

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    CIN: U74120DL2007PLC158956
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