CASE STUDIES: VACATION RENTAL

Client:  Top 3 International Company for Vacation Rental Industry

Challenge:  Increasing productivity of existing sales team; Providing “quick” ROI on a per rep basis to fund expansion of additional reps; Instituting transferable methodology for employee training

Solution:  Gnilles™ applied a “bottom-up” solution, utilizing On-Site Management, starting with the review and improvement of existing sales approaches and shortfalls in skill-based Sales Training.   Included in their solution was Executive Consulting, during which we introduced new methodology for both Accountability Systems and Motivation & Incentive Systems, as well as our Human Resource applications to properly identify the ideal make-up of its team members and to improve the process used to locate, interview and place them. 

Result:  Upon comparing the (new) inventory of skills and character traits desired for salespeople with the existing staff, it was decided to replace all personnel who were not able to quickly adapt to the new Selling In Reverse methodology.  Within 30 days, we had replaced nearly 70% of the sales force.  Within 90 days, we had seen an increase in sales productivity per rep increase from 2 new accounts contracted per week, to over 10 per week.  Within 180 days we had organically grown the sales force in size by 200% and the corresponding sales accordingly.  The original contract was extended several times over and we still provide Executive Consulting to this day.