“We were able to configure all the required targets for our team like the number of leads, activities completed, conversion rates, targets met, etc. Being able to set up different kinds of targets makes ACE Goals a very critical feature for us now”
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Manual Effort
Productivity
Transparency
Monitoring
MakeMyTrip is one of the major providers of online travel services including holiday packages, hotel reservations, and flight, rail & bus tickets. Founded in 2000, MakeMyTrip has been successful in establishing itself as one of the fastest-growing travel companies.
MakeMyTrip was facing reporting-related challenges, hence tracking and monitoring team members’ progress became increasingly difficult.
Automating the process was essential to increase sales efficiency by employing faster and simpler working methods.
They wanted a plan whereby the sales managers could evaluate team members’ performances regularly, and then review the sales process to minimize the failure rate.
Managing employees and tracking their progress on Excel sheets was hard which decreased sales productivity.
Recording data manually was a time-consuming and tedious activity.
Improper data handling created miscommunications and information gaps within teams.
The disparate data flow system often prevented opportunities from being executed on time.
Monitoring the entire team’s achievements on a whiteboard was a tedious task.
No reports or visualizations to track the progress of the teams.
LeadSquared’s ACE Goals help fix the issues by improving critical business metrics. Sales leaders are empowered to set clear objectives for their teams.
LeadSquared equips them with analytical tools that ensure accomplishments. ACE Goals also uses psychological techniques such as gamification to motivate team members to improve their performance.
Team members are self-driven to improve their metrics and stand out from their peers. The teams at MakeMyTrip can now focus purely on improving sales and making customers happier. Worrying about lagging behind is a thing of the past.
With ACE Goals, MakeMyTrip was able to:
DEFINE GOALS
MEASURE OUTCOMES
IMPROVE PERFORMANCE
Members of the Inside Sales Team at MakeMyTrip are given a personal quota of talk-time that they need to clock every single day to achieve their targets. Talk-time is a top of the funnel metric, which directly impacts the sales pipeline and eventually the revenue.
With the help of LeadSquared’s Goals, managers at MakeMyTrip can monitor and ensure that their team achieves talk-time targets daily.
MakeMyTrip’s Inside Sales Team additionally sets up a target to keep track of the customers’ meeting activities. Establishing targets in the system ensures that all the activities are tracked without any data loss. Any inquiries made can be subsequently followed up, and meetings can be made fruitfully without miscommunications.
As a result, all the team members are more accountable and compliant with the established process.
The Inside Sales Team can now measure the kinds of activities that their clients undertake and are able to define them as metrics. With these registered metrics in place, it is possible to update when a client moves from one stage to another, when a client visits a landing page, takes actions, etc. It has thus become easy to follow up on these actions flawlessly without losing any data.
As a result, the team members are prompt with their sales actions and intervene at the perfect moment.
Learn how ITLH Transitioned into a Full-stack Edtech with LeadSquared
