Case Study
Seller Acquisition and Training for an E-Commerce Major
- February 6, 2024
- Case Study
- E-CommerceOutsource MarketingOutsource Sales
Objective
Seller acquisition through direct contact via field sales teams is the most effective and cost efficient way to build up sellers on an e-commerce platform. The client wanted to drive seller acquisition for its e-commerce portal through Marconix and the scope of work included:
- Planning of target cities, markets and categories – Metros and T-II cities
- Field teams hiring, training and operations management
- End-to-end seller onboarding, process training and reporting to client
Approach
The key activities in project execution were as follows:
Project team hiring and onboarding – We hired project team members who were from e-commerce background and had significant experience in e-commerce merchant acquisition and onboarding
Detailed training program and development of objection handling documents – Marconix along with client conducted a detailed training and induction program for each sales team member and each of them was given a FAQ document for ready reference and fast sales closures
Elevation of performers – The top performing sales persons were elevated to Team Leader position and good performers were rewarded resulting in higher motivation, better people management and more closures.
Outcome
The project successfully met its objectives and the key highlights were as follows:
- New sellers were on-boarded for different categories across 20+ cities
- There was no compromise on seller quality and quality of sellers increased as desired by client
- Detailed training, effective management and proper monitoring of the filed teams ensured high productivity
