Selling more – proven possible
PROJECT AT LARGE BANK
Challenge
- The effectiveness of regular sale campaign far from satisfactory –
baseline hit ratio 13,7% while intuitive hit ratio expected to be c.a. 30%. - Good credit product:
- Good quality customer (leads) database with preapproved risk.
- Product (cash loan) offered at low or even no cost (credit line) to customers.
- Fair benefits for the sales force.
- Bank strategy of boosting consumer loans.
Solution
- Deep analysis of data and processes behind the scene.
- Best practices & issues identification followed by effective implementation of sharing true best practices.
- Significantly simplify the selling process for sales force plus slightly for end-customers.
- Absolutely new processes of leads’ database distribution, monitoring and sales support.
Results
- 26% NEW HIT RATIO, JUST AFTER 3 MONTHS PROJECT
- 500K EUR ANNUAL NET PROFIT
- NEW WAY OF WORKING FOR SALES FORCE MANAGERS
CLIENT REVIEWS
- Unbelievable! We have managed to boost the sales with NO additional financial incentive for the sales network.
- It was very interesting to learn how to work on best practice sharing as well as overcoming barriers.
- I thought I am an experienced sales manager and not too much things can surprise me. I was wrong, I have learnt so much to work with my team.
