Business Review
Sales Training
CLIENT CONTEXT
A national utility firm wanted to improve its sales &
stop the churn of contracts (during the cooling off
period).
The company was seeking on-the-ground
perspectives in order that they could identify the
best sales opportunities & reduce the cancellation
of contacts.
DAVORA SOLUTION
Davora collaborated with the sales directors to establish the sales process.
To get to the root cause of the problem & gain intimate knowledge of the canvassers sales
techniques required working in the field.
After working with the sales team we established poor sales techniques & communication
with the customer were the main reasons for the high number of cancellations.
We developed a new sales training programme & reporting procedures, putting in place new
team leaders to oversee the direct sales team.
Contract cancellations reduced by 15% & sales referrals became the norm.
A Romanian Property Company since 2004