Online transition of sales process due to Covid-19
Online transition of sales process due to Covid-19
Introduction
DSP is an asset management company providing financial services to its clients and investors.
They have over 200 reps in their sales team, with offices in more than 40 cities.
Due to Covid-19, it became increasingly difficult for them to monitor remote teams in different regions.
Challenges
Complex financial product
Selling process shifted online due to Covid-19, for which training systems needed to be adapted
Independent Financial Advisers to whom the reps pitch are knowledgeable and demanding
Difficulty in mapping competencies to tailor L&D initiatives based on skill gaps
Approaching the solution
Using Awarathon, DSP carried out video assessments for its sales reps and was able to clearly map where each rep stood in terms of knowledge, skill and quota fulfilment, using our actionable reports.
The learner segmentation was extremely beneficial, based on which DSP iterated on their training modules to adapt to online selling.
The ability to upload best practice videos for their reps’ reference was of significant benefit to DSP as well, because body language assumed increased importance while making pitches online.
Difference made
Reps ready to sell online
Complete performance visibility for HQ by city and region