How a Medical Supplies Manufacturer Increased Revenues by 76.9% and Achieved 114% ROI with ASLAN Training
114%Overview
ASLAN provided contact center sales training and sales management training to a medical supplies manufacturer, helping them establish a telesales team to target smaller accounts. ASLAN recruited and trained the team, developed a telesales strategy, and designed a contact management system to streamline processes and improve selling skills.
Overcoming Challenges in Targeting Underserved Accounts
A leading medical supplies manufacturer sought to boost revenues by targeting accounts too small to be supported by their field organization and traditional distribution channels. To address this gap, the manufacturer decided to create a dedicated telesales team focused on selling their products directly to these smaller accounts. The objective was to increase revenue from accounts that were previously underserved, while optimizing their resources and reaching untapped potential.
Building a High-Impact Telesales Team for a Medical Supplies Manufacturer
To address the challenge of targeting smaller accounts, ASLAN took comprehensive steps to build a successful telesales operation for the medical supplies manufacturer. First, ASLAN recruited and hired the entire telesales team, including the manager and inside sales representatives, and designed a tailored compensation package to align with the company’s revenue goals.
ASLAN then conducted a thorough analysis of the existing customer base to identify prospects with the highest potential returns. This led to the creation of a demographic profile that categorized prospects into four distinct groups. With this data, ASLAN developed and implemented a targeted telesales strategy for each segment, ensuring that the company’s resources were focused on the most promising opportunities.
To manage and streamline the sales process, ASLAN designed a contact management system that housed key customer data and facilitated efficient call handling. Team leaders participated in an accelerated program to enhance their skills in managing, coaching, and retaining employees.
Additionally, telesales representatives participated in ASLAN's inside selling skills program (iS180), supported by monthly one-on-one coaching from certified ASLAN trainers. Finally, ASLAN implemented systems for managing productivity, setting performance levels, and designing management reports to track progress and ensure continuous improvement.
Solutions Implemented by ASLAN Training
Driving Revenue Growth and ROI: The Impact of ASLAN Training on a Medical Supplies Manufacturer's Telesales Team
Within the first six months of implementing ASLAN’s telesales strategy, the results were undeniable. The newly trained telesales team, equipped with targeted selling skills, grew revenues by an impressive 76.9 percent. This substantial increase in sales translated into strong annualized net profits, averaging $76,666 per representative. Moreover, the investment in telesales and sales management training paid off with a remarkable return on investment (ROI) of 114 percent.
The strategic approach, which included designing a comprehensive telesales process, recruiting the right talent, and implementing ASLAN’s inside sales training program (iS180), empowered the team to effectively engage with smaller accounts that were previously underserved. The structured coaching and performance management systems put in place also ensured that sales reps were consistently improving their skills, leading to sustained productivity.
The results demonstrated that by focusing on the right prospects, providing the necessary training, and implementing a robust management system, the manufacturer successfully unlocked new revenue streams, optimized sales efforts, and delivered measurable results.
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