The company is a Perth based privately owned home care assistance organisation. They provide home care packages, respite options, consumer directed care and pay as you go services.
The company had launched a marketing campaign to gain a stronger market position. As a result of the campaign, there was an increase in inbound telephone calls and sales enquiries. It became evident that most of the front line staff did not have the sales experience required to convert the enquiries to profitable business.
The training programs were developed to improve both the inbound telephone skills and face-to-face selling capabilities of the front line team.
The solution had two elements:
As a result of the training programs staff acquired essential sales skills and they are equipped to handle telephone and face-to-face enquiries and convert them to a sale or a referral.