The field sales team at the tractor division of this financial services company needed to improve their teams adherence to the sales process and this improve productivity and drive channel mix and direct channel disbursement up. Read on to see how the team used worxogo’s Nudge Coach to double their direct channel disbursement and improve rep and manager productivity.
Client Overview
A significant part of $8.5 billion MNC conglomerate, this credit services company was incorporated in 2008. With over 10,000 employees in place, its presence spans across 21 states in India.
Key Challenges
Improve Sales Productivity
An increase in sales productivity would result in an increase in the number of sales reps achieving their targets.
Increase Adherence to Sales Process
Increase in adherence to the Sales Process would result in better sales productivity. The alignment of priorities and sales protocol would positively impacting the business
Improve Channel Mix and Channel Activation
The management was further challenged by the off-target channel mix. The team was looking to drive improve their channel mix and channel
activation in order to boost revenue.
The management wanted to boost
the Sales Productivity & enhance the team management by keeping
their Reps more Engaged, Motivated and Productive.
Nudge Coach deployment
The sales team at the Credit Services Used Tractor Division deployed worxogo Nudge Coach. Based on the Nobel prize-winning concept of Nudges, the Coach nudged each Rep to actively engage in Sales activities and hit their quotas.
worxogo Nudge Coach understands each Reps’ motivations and nudges them daily on their KPIs. These small yet deeply impactful nudges helped the Reps to utilize multi channel outreach sequences to proliferate a wider network.
worxogo Nudge Coach was integrated with the company’s existing CRM. Daily personalized nudges helped the Reps to proactively go after the prospective channels and maintain existing accounts. Instant recognition and rewards through badges and points incentivized the Reps to comply by the Sales Process and gain leverage.
The Managers tracked individual performance for each of the sales reps, identified the individual not doing well and intervened at the right point.
By helping the managers focus on what’s really important for each Rep, Nudge Coach acted like a productivity wingman, driving the productivity by leaps and bounds.
The Outcome
25%
Increase in Channel Partner Activation
Increase in Direct Channel Disbursements
2x
The deployment of worxogo’s Nudge Coach improved adherence to the Sales process driving up the productivity of the Salesforce and Team Managers as well. There was a sizeable jump in Channel Partner Activation. With an increased network of partners and more sales enquiries, the used Tractor Division at the credit services co. witnessed a surge in Direct Channel Disbursements.
