Case Study
How an educational agency and guardianship company improved their sales activity by working with No Fluff.
Industry
- Education
- Guardianship
14 employees
B2B
Situation
This educational agency and guardianship company needed an audit of their sales activity and to implement a long-term growth strategy.
The CEO needed help to manage time leading the team and clarity on the focus of that leadership.
No Fluff Support
Step 1
- Free No Fluff chat with recommendations on how No Fluff can help
Step 2
- We established the need for a combined Sales Healthcheck plus training over 3 days
- In-depth discussion with management team
- Audit of the entire sales process & recommendations
Step 3
- Recommendations made
- Targets defined
- Optimal activity planned into each day
- KPIs defined for weekly review
Key Value Actions
- Efficiency improvement
- Targets & commission clarified
Sales pipeline analysis - Vision management
- Accountability check
- CRM set up
- Sales process drill down
- Technique training
- Division of sales territories
Conclusion
Reconstruction of the sales process. Targets, commission, feedback system and CRM setup.
Actions identified through Sales Healthcheck
- No post-sales process
Previous customers were called to increase booking rates and retention. - No reward system for sales staff
An easy to understand, immediate reward system was set in place. - Some processes were lacking or non-existent
Processes were optimized, building in extra care for booking customers, to increase retention and improve sales journey. Accurate recording of data embedded. - It was established that targets were unclear
Targets were made clear and visible. - There were no sales calls being made
Topics covered in training
- Mindset shift from selling to helping
- USPs and unique aspects of defined
- Differentiating from competitors
- Objections and ways to block them, understanding the customers
- Data to track and methods of tracking
- Buy-in to CRM usage
- 'Everyone is in sales' training for the whole team