Embedding a sales system to ensure company growth
2 min read
What issues were Zuto facing?
Zuto was experiencing growing pains, having increased from 30 to 130 people, with the desire to grow further. However, they didn’t have sales systems in place to ensure the correct sales approaches, sales leadership, onboarding and training.
From strategy to execution
SBR’s first step was to research to understand the client’s current situation to then be able to develop and implement the most effective programme. SBR analysed their sales data, interviewed managers and listened to client interactions through recorded calls. From there, they consulted with the management team to design a 5-month leadership and sales development programme.
The first aim was to establish the correct sales systems, accountability and tracking. Once put in place, the correct sales reports could be produced for the individuals and managers to make 121s as effective as possible. Procedures for call shadowing with feedback and holding effective sales meetings were determined. SBR developed an onboarding programme to ensure new starters got off to a fast start.
The return on investment
Y.O.Y. growth while engaged with SBR Consulting:
+123%
deals paid
Increase in deals paid out of 123%
Average sales per person increased by 30%
+30%
average order value
+25%
conversation rate
Increase in conversion rate of 25%
Increase from the top performers of 77.8%
+77.8% improvement of top performers
“We approached SBR Consulting to come and help us put some structure and rigour into our sales leadership team. The help that they have provided us over the last 18 months has propelled us to our highest-ever level of conversion whilst also allowing us to significantly grow the company efficiently and methodically. I would recommend that any sales managers/directors and/or business owners looking to move their sales management to the next level engage with this expert sales consultancy.”
About Zuto
Zuto is an online marketplace connecting customers, lenders and dealers. Their goal is to transform the car finance experience with simplicity and integrity.
Company size
201-500 employees
Industry
Software development
SBR services
Sales enablement, sales transformation, sales performance, revenue growth strategy, sales training, sales leadership
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