Corporate Account Acquisition for a Leading Brand in Travel Industry
Objective
Corporate account acquisition through direct contact via telemarketing and field sales teams is an effective and cost-efficient way to build a strong customer base on any platform.
The client wanted to drive corporate account acquisition for its corporate travel solution portal through Marconix. The scope of work included:
- Planning of target cities, markets, and categories, covering metros and Tier-II cities.
- Hiring, training, and operations management of field and telesales teams.
- End-to-end account onboarding, process training, and reporting to the client.
Approach
The key activities involved in the project execution were as follows:
Project Team Hiring and Onboarding – We hired project team members with similar industry backgrounds and significant experience in corporate account acquisition and onboarding.
Detailed Training Program and Objection Handling – Marconix, along with the client, conducted a detailed training and induction program for each sales team member. Each member was also provided with a FAQ document for ready reference, helping teams address customer concerns quickly and achieve faster sales closures.
Elevation of Performers – Top-performing sales representatives were elevated to Team Leader positions, while high-performing team members were rewarded. This resulted in higher motivation, better people management, and increased closures.
Outcome
The project successfully met its objectives, with the following key outcomes:
- New corporate accounts were onboarded across different categories in 20+ cities.
- There was no compromise on account quality, and the overall quality of acquired accounts increased as desired by the client.
- Detailed training, effective management, and proper monitoring of the field teams ensured high productivity.