Challenge:
It’s been a stressful month for Randy. He’s under enormous pressure to increase sales, and he’s disappointed by the recent performance of his field sales reps and time is ticking. Realizing he needs to take a bold step, he decides to completely overhaul the sales process. That’s when he came to Alorica for help.
Engage:
Randy felt his biggest problem was lead generation. The quality wasn’t there and only 10% of his leads were being converted to wins. Not going to cut it. "How can we get better leads?" Alorica suggested a 6-month trial program for a team of tele-prospectors to handle lead generation and appointment setting for Randy.
Resolve:
Randy monitored the progress intently and was excited to see a remarkable 28% (above goal) conversion rate! Why stop there? The team was expanded to additional markets and this effort has led to nearly $300M in new revenue over a three year period. Randy raised the bar for sales goals.