In order to better differentiate its services in the market, the telecommunications company decided to embark on a new revenue growth strategy of “Sales through Services” which uses excellent services to perform up-selling and/or cross selling activities. In order to better align staff expectations and behavior, the management would like to drive sales behavior across its retail outlets to focus on solution selling.
KewMann designed a solution using behavior design techniques to drive sales behavior. In particular, a team-based approach was proposed and teams were specifically chosen to partner the “more experienced” sales people with the “less experienced” ones in order to use natural competitive nature of teams to drive sales. 2X more sales were recorded and 2X more staff received the highest service rating for the project duration.
Solution: Revenue Growth
Capabilities: Behavior Design
Product: KewMann Sales Optimizer (KSO)