Case Studies
A range of work we’ve done with other companies
A range of work we’ve done with other companies
From February to April 2015, one of our clients engaged Connections to lift the capability of their highly tenured Sales team.
Together, with our client, we agreed that our measures of success would be:
Discovery Phase
With our success measures defined, we began by completing a Discovery Phase to understand current state. During this phase we:
We socialised the current state findings with our client along the way before formally presenting them in a pack.
Recommendations
Increase the quality of every sales conversation to increase the conversion rate
Approach Used
We approached this through three key training events (each followed up with intensive coaching and reinforcement activities such as crossword puzzles and visual management). We themed each Training Event with our client’s brand sentiments.
Training Event & Focus
Results
Increase the quality of order processing so that every new customer receives a great initial experience
Approach Used
We organised three key events that focused on increasing the quality of order processing:
Results
This was significant given that a new campaign had just launched containing new provisioning steps.
Develop the capability of the Sales Professionals
Approach Used
Results
Behavioural change was clear to the Call Quality Team, the Leadership team and the Sales Professionals.
We also received a lot of positive feedback for the Sales team after implementing our programme. Some examples were: