Case Study Goodpop
Objectives
- Sell 150 pallets a day (10 days, nine people).
- 60 store calls daily with a 33% answering rate .
- Hire the most relevant agents for the job.
- Reaching the store managers
- Call all the stores (4600).
- Sell four pallets per store.
- Get the manager's email.
- Find the best-selling speech.
- Overcome the phone objections.
- Extending the contract.
Achievements
- Sell 150 pallets a day (10 days, nine people).
- 60 store calls daily with a 33% answering rate .
- Hire the most relevant agents for the job.
- Reaching the store managers
- Call all the stores (4600).
- Sell four pallets per store.
- Get the manager's email.
- Find the best-selling speech.
- Overcome the phone objections.
- Extending the contract.
Expected Kpi´S
We collaborated closely with the Goodpop team to outline expectations clearly, as clarity is essential.
Sales Cycle
We build the sales cycle to understand which status we should put in after every conversation.
We used all statuses after every call, and the CRM was very organized.
Prospect Stage
Contact Store:
- No answer
- VM
- Wrong number
- Not connected
Gatekeeper:
- GK qualifier
- GK not interested
- GK follow up
- GK send email
Store Manager:
- Not interested
- Needs more info
- Call later
- Interested/call later
- Receive SKU
- Hung up
- Send email
Prospect Stage
Agreement:
- Received SKU
Challenges
- Hiring the best-fit agents for the job
- We didn't know how to explain to the store managers how to make the order.
- Two agents who signed the contract didn't appear.
- We didn't have the perfect selling speech.
- The agents didn't try the product.
- Long waiting time to get the store manager.
Solutions
- With the help of a well-respected and experienced head-hunting agency, we interviewed around 25 agents and selected the best 10 with high English levels and sales experience.
- On the first day, the Goodpop managers visited the stores and figured out how to make the orders.
- The client decided to stay with the eight agents and not hire more. But we had more options with great candidates.
- After many calls, we figured out the best speech and later showed increased sales.
- Unfortunately, we had a problem with the customs in Colombia releasing the product since it's a food product. But we showed the agents what it looks like, and we have a similar product here in Colombia.
- We managed to have agents who just contacted the store, and once they were transferred, the decision maker, the sales agent, took the call. The agents were more active and had more time to talk
Conclusions
The Campaign is ongoing, with more opportunities and other projects. We enjoy the cooperation, and the agents are highly motivated and well compensated. We are learning daily to improve and give Goodpop and the rest of our clients the best service. We will happily share our expertise with more companies and give our people in Barranquilla a good financial life.
