Sales Rep Optimization: Equipment Rental

Summary

To maximize the returns from their customer base & enhance customer engagement, the client wanted to assign reps for existing and new customers. They needed a solution that could help them prioritize customers and use their profiles to estimate customer potential. Post which Sales reps will be assigned to ensure CSAT remains high while cost of Sales reps is balanced.

Approach

We followed a three-step approach to solve this problem for the client:

Identified key metrics like past transactional behaviour of customers, geography coverage of the customer, length of past engagements, verticals that the customer deals in to determine the customer profile
Assigned a consolidated priority score to each customer based on the relevant metrics and use this score to enable rep assignment
Built an interactive tool for the client which helped them view profiles for their entire customer universe. It also compared how the currently rep-assigned customers differ from the rep-unassigned ones. Also pointed out the customers that qualified immediate rep assignment owing to the high value they brought to the client as well as their immense geographical coverage

Key Benefits

The solution enabled the client to understand customer requirements better through details of their past transaction behaviour
A more efficient method of Rep-assignment was introduced which helped customer retention
Client was able to enhance the returns from the customer through better realization of customer potential

Results

Optimized assignment cost, bringing it down by 6%

CSAT improved by 8% over one quarter (QoQ)

19% increase in cross sell opportunities identified

Talk To Us

Enabled Sales Rep Assignment Optimization To Ensure Optimal Coverage for a Leading Equipment Rental Firm

Summary

Approach

Key Benefits

Results

Talk To Us

Industries

Services

Solutions

Blogs

Data & AI 101

Client Success

Life at Tredence

Careers

Contact us

CSR Framework

Certifications

Follow us on