The creation of the sales process across product lines and implementation of the process in the following companies was executed:
The process creation was based on the product positioning, the sales volumes that were targeted, the retail strategy and the customer profiles. These were discussed and arrived at before the process creation.
A concept nick named “Ekalavya” was created in the name of the great Indian archer who did not qualify for learning under the guidance of a teacher. He created a statue of the great epic Indian teacher Dronacharya.
The concept was to allow the sales team to learn the skills without a teacher but with the help of a guide book and a DVD that lead them through the sequence of the process. The DVD narrated the process and showed the new way of working enacted by professionals in real life situations.
The step by step method adopted for the building up of the sales process across customer profiles was unique and effective. The sales process and the new learning method changed the way the sales teams approached the customers and the market.
The sales process was then converted to a software package incorporating the dealer management system. This was again detailed and a DVD was created to make the concept understood and implemented by more than 3000 sales people across the country.
This was followed by “Ekalavya II” which incorporated very elaborate and tough selling situations which the sales team generally faces. The narrator was shown narrating the entire process with the new method enacted byTV artists.
The work book incorporated many learning features and the members were proud to own and practise the new way of handling a sales call.
Mahindra & Mahindra Auto Division
Mahindra & Mahindra Tractor Division
Kotak Bank – Assets Division (Including sales strategy)
Tata Motors (Spare parts – AMC)