INCHORA

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.

Outcomes

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.

Why CXP

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”.

What's next...