Impacted Sales of a leading Mobile Handset Manufacturer

Challenge

Learning’s client, one of the world’s most popular mobile phone company, were determined to become the No.1 smartphone company in India. In this effort, the client partnered with us to resolve the challenge of amplifying sales team productivity and formulate a strategy for taking sales team capacity development to the next level.

The critical output criteria were enhancing the conversion rate, counter-share & per-head productivity. We set a clear goal to display a tangible market outcome in higher market share and higher average promoter productivity.

We were to enhance the productivity of the promoter by setting up of structured learning path. In addition, we also received charge of coaching the in-house training team.

Impact

The client presented our training solution’s journey and its outcome at the client’s National Meet in the presence of their state CEOs, Marketing Heads, Sales Head and all the key stakeholders. The results presented were as follows:

Training value creation worth INR 12 crores

Promoter Productivity: Increment in sales productivity by 21%

Trainer Development: 12 Trainers, rose from Silver to Gold and 4 from Gold to Platinum

5D Approach

To address & overcome the challenges, Learning deployed its proprietary 5D approach:

Deep Dive

Need Diagnostic Study (NDS): As part of this exercise, Centum experts visited 12 different cities covering a mix of the metro market, Tier 2, 3, 4 & also markets based on brand leadership, challengers & follower categories. In all, they covered 100+ outlets across categories
Stakeholder feedback: Second part of the Deep Dive, included meetings with key stakeholders, i.e. National Training Head, South-East Asia Retail Head, Area Managers, Retailers & Training Teams
Competition info: As part of the exercise, team Centum also visited other competitor outlets. The objective was to benchmark based on promoters profile, attrition level, store relation & productivity
Voice of customer: Our experts also took feedback from the customers about their preferred brand, features, and price. To help get a deeper understanding of the brand’s positioning & enablers

DIAGNOSTIC

No sales skill development: The entire emphasis of the promoter & front-line sales team was product training, with no focus on sales skill development which was lacking
No standard evaluation & categorisation: There was no standard mechanism for categorization and the evaluation of promoters. The client treated all the promoters at par, and training was generic in nature
Lack of a structured training program: There was less focus on the upskilling of trainers. In comparison, trainers were good at product knowledge but lacked coaching & platform skills

Design

Scientific & unbiased categorisation of 1200 Promoters based on a mix of Input & output parameters was done. The input was the sales competency index, a combination of call opening, FABing, objection handling, and more. Output was of 3 elements, i.e. the counter share, conversion ratio & hero product sales. We discussed and agreed on both the input & output criteria with the CEO & South-East Asia Head level
A customised & blended learning journey was designed, based on the categorisation of promoters – Platinum, Gold & Silver. All Learning journeys were defined with specific business KPIs in mind
Trainer assessment & categorisation was also done on a similar framework
A boot camp was conducted to have a standard & uniform delivery across, 3 full day joint workshops were conducted with SMEs, stakeholders & trainers

Deliver

A 70:20:10 model was rolled out. Emphasis was on OJT as a majority of the skill gap was observed in sales skills.
A project charter with clear timelines & responsibilities was defined
Fitness certification was the biggest enabler, that we did for all promoters. Fitness certification is a 30 minutes exercise with each trainee involving one product quiz, sales quiz & a role play. It helps establish the level of the trainee. It is done monthly or once a quarter depending on the level, i.e. if platinum, it will be done once a quarter. For gold, every alternate month & silver goes through this every month.
Continuous learning with a mix of CRT, OJT, online assessment & digital learning.
Robust project governance was put in place to review the KPI movement fortnightly. Governance meeting was clearly measured as status vs desired level & modifications were done around inputs on a real-time basis.
Monthly project review meetings were held with South-East Asia Head & National Training head, on KPIs

DRIVE OUTPUT

“Centum Learning’s Sales advisory solution has played a monumental role to bring a paradigm shift in evaluating Promoter benchmarking based on Store potential, Counter share, Skill & Knowledge index thus bringing in huge upside on cost-saving, Productivity & market share.

They have bought about 21% increase in sales productivity of our promoters.

In all, the partnership has led us to a training value creation of 120 Mn. In our journey ahead, Centum will have to play a pivotal role to build a complete market dominance & leadership through this partnership.”

National Sales Training Head

Excited about joining our program? Lock on to your place right now.

We have a huge variety of programs to offer. For other program related queries, you can connect with us.

Sales Training Courses

Sales Training Video Insights

Success Stories

I was keen in having a new energy and direction for my team and Mr. Anand Munshi delivered a half day seminar on Mindfulness on Sustained Human Empowerment & Business Transformation. The session was filled with interactive activities and Mr. Anand Munshi made the whole session experiential learning for all of us. I would rank Anand Munshi as one of the leading.

Geetha Muralidhar

CEO & BoD, ECGC.

Our staff attended two days Corporate Training with Mr. Anand Munshi. The whole session was based on latest findings in the field of Customer Centricity & Innovation. We all loved his style to put complex thing with simple language and apt use of pedagogy to put the point across to all people in the group. I must say, his session was filled with humor and entertaining without any boring bits of gyan.

Mahabir Sahu

GM, Parle G

We planned an outdoor team bonding and motivation session with Mr. Anand Munshi for our sales and vendor team. He did fantastic task of clubbing the team into one unit in short span of time. My team especially loved his Business Simulation Activity. The whole session was electric and all members of the team were fully engaged. We’re very happy to and look forward for many more sessions.

Nitin Yadavat

Director, Kaeser, India.

Our annual outdoor event for whole leadership team with Mr. Anand Munshi gave key messages on changing perspective of leadership for Next-Gen business. It was highly engaging and entertaining session. No wonder Anand Munshi is India’s best and number one rated Motivational Speaker The team especially like his futurist approach to join the current events to define future patterns. Great session indeed.

Sanjeev Nautiyal

MD & CEO, SBI Life.

Our Recent Insights

Sales Training Blog

Help your team feel more connected to your company by incorporating the right digital technology tools into their workflow.

October 19, 2024
by Anand Munshi

Rising Star: Manisha Shinde’s Commitment to Craft

Real-Life Heroes

I am sure you have heard that hard work can move mountains. This is true in the case of Manisha...

October 4, 2024
by Anand Munshi

50 Timeless Principles for Effective Leadership

CEO Nuggets

Thinking is more important than facts and opinions. Real thought leadership is not confined to set patterns but is about...

September 21, 2023
by Anand Munshi

Best Mobile Repairing Accessories & Sales Shop in Kaspate Wasti Wakad – Mayur Mobile

Vocal for Local - Kaspate Wasti Wakad

Mayur Mobile Repairing Accessories and Sales Stores in Wakad: A Hub of Customer Trust and Satisfaction In the bustling city...

August 29, 2023
by Anand Munshi

Best Customer Service by Air India staff Ms. Nancy Kharbanda

Real-Life Heroes

Success in business is simple but not easy. You just need to identify the genuine needs of your customers and...

July 23, 2023
by Anand Munshi

Best Pizza in Pimple Saudagar & Wakad Pune – Pizza House

Real-Life Heroes

My search for Fresh and Delicious Pizza in Pimple Saudagar finally ended! It was a normal and busy day for...

July 18, 2023
by Anand Munshi

Outstanding Customer Service by Sadhana Pal @ Indigo

Real-Life Heroes

Three words that can describe the quality of service by Sadhana Pal at Indigo – Care, Compassion & Understanding. It...

Our Recent Quote

Motivational Quote

Respond Responsibly – No Excuse

Overcoming Toxic Work Culture

Positive Self Image & Healthy Life

Employee Engagement with Wellbeing

Customer Centricity vs. Customer Satisfaction

Respond Wisely to Mistreatments

OUR TOTAL OFFERINGS

Do you face challenges in developing high performing team? We specialize in Engaging Employees, Empowering Leaders and Transforming Organizations with our world class offerings.

Anand Munshi is India’s Leading Futurist & Keynote Speaker, Executive Coach & Corporate Trainer to Fortune 500 Companies.

Anand Munshi is a Global Futurist Speaker & Leadership Keynote Speaker on Customer Centricity, Sales, and Innovation. Through his various offerings as an Executive Coach in India, Corporate Trainer & Outbound Team Bonding Expert every year he touches dozens of Corporates to Engage their employees, Empower leaders and Transformation Organizations. As a Life Coach in India, his columns are read by over one thousand readers daily.

Motivational Speaker for Youth & Students, Anand Munshi provide effective methods to youth to become job-read for next-generation jobs. Anand Munshi provides Life Coaching in India and his columns are read by hundreds of people in Madhya Pradesh, Rajasthan & Gujrath in India.

When you invite Anand Munshi you also invite the welcome challenge to test your old belief only to be replaced by more compelling and real situation. Click here to invite Mr. Anand Munshi for your next corporate meet.