The field sales team at this leading tyre company was able to improve their product mix, revenue from premium products and reduce their month end skews using nudges. Read on to see how the team used worxogo’s Nudge Coach to meet their unique challenges and drive the results they wanted.
Client Overview
Recognized as one of the top 25 manufacturers in the world, the company produces over 35 million tyres annually. With a reported revenue of $311.63million, its presence spans across 105 countries with over 180 global distributors.
Key Challenges
Improve Product Mix
The Sales representatives were not selling the desired product mix leaving a large gap between the targets and the outcome.
Improve Revenue from Premium Products
The sales pipeline for high-value, premium products needed to improve. The lag in achievement of monthly quotas negatively impacted the revenue from these premium products.
Reduce Month-End Skew
Sales reps were not consistently selling throughout the month, intensifying their efforts only near the end of the month causing immense sales pressure in the last week of each month.
The management wanted to improve sales of their premium products by keeping their reps more Engaged, Motivated and Productive.
Nudge Coach Deployment
The field sales team deployed worxogo Nudge Coach. Based on the Nobel prize-winning concept of Nudges, the coach nudges each rep to proactively engage in sales interactions and improve productivity.
worxogo nudge coach understands each reps’ motivations and nudges them daily on their KPIs. These small yet deeply impactful nudges made a huge difference coached reps to hit their targets consistently.
worxogo Nudge Coach was integrated with the company’s existing CRM. Daily personalized nudges help the reps to maintain the desired product mix and the quality pool of vendors. Instant recognition and rewards through badges and points, incentivized reps to start selling early in the month and reduce month-end sales pressure.
The managers tracked individual reps performance, identified reps 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, and improved the sales productivity of the reps.
The Outcome
52%
of the Sales Force Maintaining the Right Product Mix
10%
Increase in Premium Product Sales
5%
Improvement in month-end skews
With the help of worxogo Nudge Coach, the sales team adhered to the desired product mix. This resulted in substantial revenue growth for the premium product range.
There was a significant improvement in sales predictability yielding a steady sales trend through the month.
