A travel tour operator had a large inside sales team of about 30 salespeople responsible for selling luxury tour packages direct to consumers as well as through travel agents. This team consistently underperformed on their sales targets due to lack of consistency in the sales approach and an inability to meet KPI targets such as number of calls taken, time spent on calls, and close rate.
✓ program design & delivery
✓ 30% increase in yoy sales
✓ 100% improvement in close rate
✓ 2x individual kpis
As a strategic partner of the leader of the inside sales team, the solution to increasing was to roll-out a sales training program for the Inside Sales team members with the goals to:
· Relaunch the brand
· Ensure all team members used the same sales framework
· Develop a consistent feedback and coaching process
The Sales Training project included the following key steps:
01. training program design
Create the budget, project plan, learning outcomes, and training partner criteria
02. delivery partner selection
Source, assess, and select a sales training partner
03. course content customization
Work with the sales training partner to customize the course content
04. program implementation
Manage the sales training program implementation
05. results metrics
Solicit feedback and assess the success of the program
As a result of this initiative, the inside sales team:
- Increased business results of 30% year over year
- Improved sales closing rates by over 100%
- Doubled Individual KPIs
Through implementing the sales training program, the organization significantly improved the engagement and retention of the team members and created a high performing team.