Client Overview

A significant part of $8.5 billion TVS Group, TVS Credit Service Ltd. is an Indian
financial services company incorporated in 2008. With over 10,000 employees in
place, its presence spans across 21 states in India.

Key Challenges

Low Sales Productivity

The productivity was the topic of concern for the Used Tractor division at TVS Credit. The salesforce was constantly missing their targets due to the inefficient sales
productivity.

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Poor Adherence to Sales Process

Only a small portion of Reps were actually adhering to the Sales Process. The
non-alignment of priorities and sales protocol was adversely impacting the business.

Off-target Channel Mix & Activation

Off-target channel mix was a challenge. The poor payoff by
the Reps to the quality channels not only caused Channel inactivation but was leading to
revenue losses.

The management wanted to boost the Sales Productivity & enhance the
team management by keeping their Reps more Engaged, Motivated and Productive.

Nudge Coach deployment

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The management at TVS Credit deployed the worxogo Nudge Coach. Based on the Nobel prize-winning concept of Nudges, the Coach nudges each Rep to actively engage in Sales activities and hit their quotas.

worxogo Nudge Coach understands each Reps’ motivations and nudges them daily on their KPIs.These small yet deeply impactful nudges made a
huge difference inspiring the Reps to utilize multi-channel outreach sequences to proliferate a wider network.

worxogo Nudge Coach was integrated with the company’s existing CRM. Daily personalized nudges helped the Reps to proactively go after the prospective channels and maintain existing accounts. Instant recognition and rewards through badges and points incentivized the Reps to comply by the Sales Process and gain leverage.

The Managers tracked individual performance for each of the sales Rep, identified the individual not doing well and intervened at the right point. By helping the managers focus on what’s really important for each Rep, Nudge Coach acted like a productivity wingman, driving the productivity by leaps and bounds.

The Outcome

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25%

Improvement in Channel Partner Activation

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2x

Increase in Direct Channel Disbursements

The deployment of worxogo’s Nudge Coach led to a significant transition in Sales
management combined with improved adherence to the Sales process. Not only did it drive
up the productivity of the Salesforce but boosted the productivity for Team Managers as well.

There was a sizeable jump in Channel partner activation. With an increased network of
partners and much more sales enquiries, the used Tractor Division for TVS credit witnessed a
tremendous surge in Direct Channel Disbursements.