Salespeople don’t sell equally well to all prospects
They sell to some but don’t get past “hello” with others.
You can’t change your resources on a whim
It is difficult, timely, costly, and often almost
impossible to change the technology, processes
and salespeople you have.
So how can you take your
Outbound Call Centre revenue
to the next level?
With reference to Facts 1 and 2
Value-Ad can help you
INCREASE YOUR STRIKE RATE
• In a matter of months
• Using your existing resources
• Without revealing confidential client details
• With No down time
No upfront payments
• And only paying a percentage of the uplift you get
The theory behind what we do?
Adding the salesperson to the traditional
propensity to purchase model has a profound
effect on strike rate.
Sales are not only driven by the quality of leads
you have, but also by the kind of leads your
sales team are able to sell to.
So what do we do?
1) Mathematically profile each salesperson’s past sales
to determine which leads they will do best with.
2) Select these types of leads from the contact list your
team is about to call.
3) Match the salesperson with the type of leads they
specifically usually succeed with.
4) Measure the increase in strike rate.
Need more detail?
In the graph we compare the profiles of two
sales peoples (TSR1 and TSR 11), when
applied to the same 12 000 prospects.
Each circle represents a lead and each axis
indicates the probability a lead will be sold to
by that salesperson (either TSR 1 or 11)
The closer a lead is to probability of 0
(bottom left corner), the less likely either
salesperson can sell to them.
Each lead’s positioning represents their
probability of success with reference to each
TSR. When assigning leads we select leads to
assign to TRS11 from the shaded block and
select from those in the white block to assign
to TSR 1.
Need more detail?
Impact on Bigger Teams
In the graph are showing the impact of this model on bigger teams.
Several factors have a significant impact on the overall improvement. The diversity of
the prospect base and the diversity of the TRS’s to name two.
A Case Study
Read how Value-Ad’s Smart Lead Allocation
helped Aviva Singapore:
• Increase strike rate by an average of 38.3%
• Increase average deal size/agent by 25%
• Increase outstandings by 22%
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