Impacted business of a global consumer goods company
Challenge
With more than 1000 dealers across India, selling multiple products to a variety of customers, the sheer scale and scope of ordering, replacing and re-ordering products were earlier done manually. With the advancement in technology and ease of implementation, a Smart Order (SO) system was introduced for the dealer network. It was envisaged that Distributor Sales Representatives (DBSRs) would be able to showcase the entire portfolio and take orders smartly. However, behavioural adoption, selling skills and effective usage became a challenge.
Centum Impact
Through Centum Learning’s outcome-based learning interventions, the SO usage and range compliance productivity of DBSR were improved:
Up to 10% increase in range selling
100% coverage of SO usage within assigned targets
98% growth in usage compliance
Centum 5D Approach
To address & overcome the challenges, Centum Learning deployed its proprietary 5D approach:
“The quality of resources Centum deployed, my team also vouches for it, that they were great. The kind of materials they used and the kind of techniques they used were quite professional. The engagement went well, and we got good results. We are further driving business with this project & hence I think they have been an asset to us.”
