The Challenge:
Increase positive sales behaviors and delivery on KPIs.
In the beginning, this customer utilized Creovai broadly to uncover insights at a high level for their sales organization, specifically relating to one particular new product. Over time, however, as they began to surface valuable insights about that product with Creovai, leadership expanded the program. They wanted to apply Creovai’s insights to a much bigger challenge: managing positive sales behavior across all vendors and ensuring delivery on more relevant KPIs.
The solution: Measuring progress & the “Ask for Sale” revelation
When this customer first began working with Creovai, the moment of truth came when the team implemented Creovai-recommended KPIs like “Ask for Sale”. When these behaviors were tracked, conversion rates on the calls where these behaviors were present increased significantly. While all sales leaders know that asking for the sale is important, this team hadn’t had a way to track if agents were doing this at scale. As such, this team was shocked at what a huge impact measuring this behavior could have on their results.
By simply asking for the sale on an increased number of calls, this customer saw a steep increase in sales conversions on calls. In addition, they were able to track and manage implementation of this behavior in the call center. This prompted leaders to equip additional teams with the Creovai platform, as well as start using Creovai to manage and coach more employees.
Results
Once this customer implemented Creovai’s recommendations for both tracking metrics and began implementing those behaviors in the call center, the results were immediate. After just over 30 days of managing the “Ask for Sale” behavior, instances of this behavior in calls increased by 318%. Additionally, as this behavior was implemented, this customer’s close rate for this product saw a 218% increase in conversions on calls where this behavior appeared.
Based on these significant increases, many additional dashboards and vendors working with this customer have been added to the platform and incorporated Creovai into their processes.
Final ROI
Creovai offered this customer unprecedented insights into the sales and marketing process. For the first time, sales leaders were able to see what sales and marketing behaviors were most effective, including which sales behaviors were driving sales—like asking for the sale. Then, with Creovai, they were able to track and measure those behaviors, resulting in a: 218% increase in sales conversions.
