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Engagement Summaries |
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Integrated Brand & Learning Strategy Drive Cross-Selling Of
Proprietary Products
How The Right Approach To Learning Grows Cross-Selling, Leverages
The Brand And Energizes The Culture To Grow Profits!
The Situation: |
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• A growth company needing a new lift in profitable revenue
• A strong, national brand
• Customer data waiting to be understood
• Sales Associates focused on their individual products
• A senior executive searching for the breakthrough solution
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The Challenge: |
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• Find a way to increase revenue from the existing customer base
• Engage the existing Sales Associates
• Build - don't dilute - the brand
• Drive revenue - fast and independent of expanded operations
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The Solution |
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• Cross-sell proprietary credit products to existing customers
• Train "blue collar" Sales Associates to sell complex credit
products to middle income consumers and small businesses
— Make it fun and rewarding for Sales Associates
— Keep classroom sessions to 90 minutes
— Accommodate low literacy levels
• Sustain performance through leadership coaching and recognition
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The Results: |
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• A 64 X ROI on the investment
• Sales Associates more confident and excited about contributing to
company success
• Performance targets exceeded across the board: number of per
customer transactions; value of average transaction; and
profitability of sales
• Associates excited about change and new opportunities
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