Coaching program produces $2.7M in new revenue
The client deployed organization-wide sales methodology (customer conversation model). The model relied heavily on front line coaching to drive sales performance. Since deployment, the time devoted to front line coaching eroded and performance suffered.
The call centers targeted for improvement totaled 40+ sales supervisors and 400+ sales reps. A total of 14 sales supervisors (across three different call centers) were targeted for a refresh of the selling model and individualized leadership development over a 90-day period.
Supervisor/Agent Coaching Observations: GrowthPlay observed each supervisor and provided individual coaching to multiple sales reps. The goal was to gauge coaching styles and technique to baseline development effort.