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Performance of outlets in Punjab with low sales improved by 37% and 9% for SSOs and LSOs respectively.

The Task

To improve the sales performance of a state sales team of a leading telecom provider through specific training initiatives.

The Solution

The training intervention aimed at increasing the awareness of Rural Distributors/Field Sales Executives & Rural Territory Managers/Territory Sales Managers in the Punjab circle about the importance of Base Transceiver Station & per site targets of LAPU Selling Outlets & SIM Selling Outlets.

The training (carried out for 1265 individuals for a period of three months) was imparted in two phases. Phase 1 comprised of one day of classroom sessions (Instructor Lead training) on BTS Productivity for RDs/FSEs/ TSMs/RTMs.
Phase 2 comprised of on the job training for all TSMs/RTMs along with RDs covering sites with less LSOs & SSOs.

The specific objectives of the training were

  • To make participants aware of the importance of BTSs
  • To stress on new outlet opening while covering the beat, so the DPL would increase
  • To raise awareness regarding per site targets of LSO & SSO and population wise calculation of LSO/SSO required by different villages
  • To train on reducing the number of sites with low productivity
The Result

The very idea of training is to enable enhanced performance. This was further established by Centum learning when a training intervention within the team resulted in reduction of the number outlets with low sales by 37% and 9% for SSOs and LSOs respectively.

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