Challenge

One of the key to generate higher revenues is reaching out to multiple Customers through our sales  team in the market & help building our revenue to the next level . This was not just a question of  revenue but also make it a profitable revenue for the organisation and my/our challenge was to how do  we acquire more customers with profitable revenue. We had multiple sales people in the country  addressing major cities. While the necessary resources in terms of a knowledge, training on product to  sell was already imparted but getting the Teams to implement the same in the market to get customers  was a uphill tasks.

Selection

Our Team went thru multiple ideas, design thinking tools & we find the Learning Launch tool to be  effective. This would be very effective to quickly test the ideas & implement.

Application

So we started with our first learning launch, we focused on the structure / execution of our current  model in the market. We got the entire sales team in one room & started discussing on the current  trends & challenges faced in the market to get our vision implemented. Keeping the challenges in mind  we went ahead with a structure where every sales guy was given specific inputs on the process to  follow. The script to be used which was uniform & would yield faster results. Discussed on the  Customers insights preferences & approach the way they would like the product to be presented, not  the way we wanted to sell it to them . This was much insightful session for the teams & they were more  clear in thoughts & process to implement it in the market now.

Once the process was clear by creating a structure in place, our second learning launch, the focus was  on gaining clarity on the tasks & priorities.  Every sales guy was given a task to meet atleast 10  Customers in a day & convert them into Leads with clear objective to make a profitable sale. We a  focused approach the sales team went with confidence & were in the process able to prioritize the  customers & convert them to sale. The new questionnaires designed as a part of the Learning Tool  based on what is , what if , what’s wows & what’s works helped the teams a lot .

Insight

By applying the Learning Launch tool we got to know the ground reality , approach of the sale steam  ,customer behaviour which helped us in identifying the gaps & implementing specific structure , giving  specific tasks & ensuring priority given to onboarding new profitable customers . This helped us a lot to  build confidence for future tasks as well .

Approach

The Learning Launch tool under Design thinking gave a clear vision for the Team to work on Structure  /approach getting to execute clear tasks with priority mapping . This will definitely go a long way for the  team to get scale & increase the momentum on Customer acquisition for the growth of the  Organisation. This has definitely helped in designing clear Go -To – Market activities. These 2 Launches  have helped a lot & in future too these Design thinking tool will help build our story faster.

