Case Study

Increased sales signifies PEP success

Background
Our client was the telephone sales division of a large Australasian corporation. The division consisted of 50 internal sales people responsible for selling advertisements in a directory publication.

Client issues
As well as being under general competitive pressure, this division had to produce – it was currently performing below market benchmarks. The division’s manager was convinced that the output of the sales people could only be improved if they were able to focus their attention on their selling role. The key to this would be more efficient working practices.

PEPs response
Before implementing PEP, the division manager and PEPworldwide developed a number of specific measures by which the success of the program would be determined. These, in turn, would be combined with a number of existing performance measures. The content of PEP was tailored to ensure that these outcomes were met.

Outcomes:
As a result of the improving their personal work processes through PEP, the participants were better organised, enabling them to spend more time in planning their calls, and actually listening to clients and establishing their real needs. The salespeople also planned their overall work better and began their sales campaigns much earlier in the cycle, identifying milestones and accountabilities for their supervisors.

The performance improvements were dramatic with all benchmarked items improving by a minimum of 145% and, for example, a 210% increase in the number of sales closed (per month).

Another very important outcome was that the team were able to plan their work more effectively, which meant that they avoided the last minute ”panic” previously associated with multiple campaigns closing at the same time.

PEP‘s multi session, “at the workstation”, coaching based methodology instils productivity practices for participants to get more important things done . We help organisations achieve greater productivity, and immense time and cost savings.