- Relying on TV and Radio lead generation campaign but not converting inbound leads
- Under pressure from government to maintain funding as not achieving business KPIs
- 2 teams of 19 telephone people in each team
- Both teams making less than 1 telephone appointment a month!
- Team complacent and making excuses
- Managers not driving activity
KONA Solution and Action
- Introduced a weekly ‘Power Hour’
- Coached Managers on how to motivate and drive a Power Hour with their teams
- Developed tools and processes and competitions to motivate the team
- Developed skills to engage with clients, then rehearsed, before hitting the telephones!
- In one Power Hour the whole sales team made 431 appointments with new prospects!!!
- In Power Hour one team made 237 appointments!!!
- In an Induction Power Hour a group of New Recruits made 157 appointments, after only 3 days on the job!
- KPIs now being smashed
- Results doubled in 8 months