CLIENT CONTEXT
A national utility firm wanted to improve its sales & stop the churn of contracts (during the cooling off period). The company was seeking on-the-ground perspectives in order that they could identify the best sales opportunities & reduce the cancellation of contacts.DAVORA SOLUTION
Davora collaborated with the sales directors to establish the sales process. To get to the root cause of the problem & gain intimate knowledge of the canvassers sales techniques required working in the field. After working with the sales team we established poor sales techniques & communication with the customer were the main reasons for the high number of cancellations. We developed a new sales training programme & reporting procedures, putting in place new team leaders to oversee the direct sales team. Contract cancellations reduced by 15% & sales referrals became the norm.
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