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-groundperspectives in order that they could identify thebest sales opportunities & reduce the cancellationof contacts.
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.