Improving sales success rate by utilizing Japanese best practice on sales process and visualization - LiB Consulting - ให้คำปรึกษาลูกค้าที่มุ่งเน้นการสร้างผลลัพธ์ทั้งด้านกลยุทธ์

Improving sales success rate by utilizing Japanese best practices in sales process and visualization

The client is one of the top 10 real estate companies in Thailand, developing both detached housing projects and condominium projects.
The turnover rate of sales staff is over 30%, weakening the effect of training and making the sales success rate unstable.
The company’s overall sales success rate was in decline, similar to most companies at that time.AF20.
Based on the above, the objective of this project is to increase the sales success rate during the market downturn, while minimizing the impact of high sales force turnover. AE19.

[Financial Performance]

Sales success rate increased by more than 25% three months after implementation.

[System]

Sales steps and process best practices were created and summarized in a sales manual.
The sales process was broken down and visualized by different KPIs.
Crucial KPIs to monitor to increase sales success rate were specified.Sales tools were created to support salespeople at each sales step.
Sales managers were able to use the KPIs to monitor salespeople’s performance, identify problems, and work with salespeople to increase sales success rate.

[Employee Development]

Sales managers have developed their problem-solving skills and can conduct PDCA for their teams using the tools created.