B2B TeleSales
TeleSales is an effective functionality for organizing and remotely working with an outlet without territorial restrictions. Proactive calls to retail outlet employees increases the frequency of orders, minimizes out of stock possibilities and improves the service of the store.
+ 4.8% sales growth*
x2 number of visits per day
38% reduction in cost optimization
Increase in numerical distribution
*Data provided by clients
Best in class in “Social Selling”, “Virtual Calls/Telesales”
POI 2022 Vendor Panorama for Retail Sales Execution
Business Tasks
- Expansion of the area covered
- Optimization of sales support costs
- Remote working with a retail outlet
- Increase in sales
- Improved partnerships with retail outlets
Functional Components
TeleSales Operator
TeleSales Supervisor
Analytics
TeleSales Operator
Fast and convenient interface for the TS operators’ work
Work scenarios: Planning, Introduction,
Evaluation of the retail outlet, Check of residues / equipment, Promo, Order, Questionnaire
Interaction between the TS operator and the Sales Representative by setting tasks on the retail outlet
TeleSales Supervisor
Planning and management of operators’ work
Analytics of work, calls and efficiency
KPI
Administration
Analytics
Call Rate – the ratio of calls / visits made to planned
Strike Rate – the ratio of calls with orders to the total number of calls
Call termination reasons
In 2019 we launched TeleSales. At the moment, it accounts for 12% of the total number of orders. Sales of the retail outlets that use TeleSales are 4.8% higher than sales of outlets where customers order products in person.
Inga Panych
Director of Technology Department, AB InBev EFES