Improving the salesforce productivity for an Ed-tech player

Improving the salesforce productivity for an Ed-tech player

In today's newsletter, we will delve into Praxis's strategy in assisting an Ed-tech player to improve salesforce productivity and overall conversion rates. This involved conducting in-depth conversations across teams, reviewing the sales processes, creating a comprehensive driver tree, executing short-term initiatives, and introducing sustainable long-term solutions.

Company: A large global Ed-tech player Problem statement: The client wanted to improve their overall salesforce productivity, create a high-performance culture and increase their conversion rate. Approach:  Step 1: Deep-dive into the sales process and organization We developed a comprehensive view of the existing sales process (lead identification, allocation, reach out, activation, and conversion) to identify potential areas for improvement and automation We conducted a time-motion analysis of sales executives and managers to establish a productivity baseline Step 2: We conducted extensive conversations across teams to understand their issues and identify key detriments to productivity (people/culture driven, process-driven, technology-driven). Step 3: Basis our analysis, we developed an exhaustive driver tree to develop potential solutions. Step 4: Basis inputs from stakeholders, we chalked out a list of potential initiatives across key themes. Step 5: We developed a view on initiatives basis the required timelines (long and short terms) to identify easy wins.  Step 6: We implemented various short-term initiatives and initiated long-term solutions. Sales L&D engine: We designed and developed the entire sales L&D engine and implemented training for sales executives and managers Sales SOP: We codified the entire sales process and helped to bridge the process knowledge gap among sales executives Sales Cadence: We recommended and implemented daily routines of sales executives and managers CRM and tech solutions: We developed a long list of tech solutions and implemented the high-impact ones Performance culture: We analysed the current incentive structure, identified issues, and recommended a holistic incentive structure for sales executives