A market leader in service provision for tenants in the UK rental market,
servicing over 1750 letting agents and their tenants across the UK.
Motivation for Change:
The client’s in-house sales team as well as a previous outsource partner were failing to provide enough new business to meet the client’s revenue and margin forecast.
The Desired Solution
The client set out a requirement with the following key characteristics:
- Rapid deployment of experienced/well trained sales personnel to sell energy and TV/Broadband packages.
- Ongoing agility to ramp up/ramp down dependent on business and customer demand.
- A significant increase in quality sales performance.
A partnership was quickly formed between senior management of the business and CXP. After the desired solution was agreed, a rapid deployment plan was agreed which involved the recruitment and training of new staff, new property acquisition and fit out together with a leading edge technology platform. This was all achieved inside 6 weeks in line with the implementation. Other specific performance outcomes are as follows:
- Increase in sales performance compared to client inhouse team by 20% in month one, reaching 100% by month 6.
- Client dismissed previous incumbent outsource partner in month two, client ceased in-house sales team in month 18.
- CXP delivered circa 22,800 energy sales and 16,800 media sales in year one.
- CXP significantly increased the number of field sales appointments for the client’s field sales team visiting letting and estate agencies around the UK.
Our clients General Manager said “CXP delivered a performance beyond expectations in the first six months and have maintained delivery across the duration of our relationship. They have demonstrated an ability to increase headcount at short notice with a rapid speed to competence. Their ethos, flexibility and work ethic has matched our own throughout our partnership”.