Online transition of sales process due to Covid-19

DSP Mutual Fund is an India-based asset management company that helps investors grow their wealth through a wide range of mutual funds and investment solutions.

200+

Reps in the sales team

40+

Cities with sales team offices

Table of content

Introduction Challenges Approaching the solution Difference made

Introduction

DSP is an asset management company providing financial services to its clients and investors.
They have over 200 reps in their sales team, with offices in more than 40 cities.
Due to Covid-19, it became increasingly difficult for them to monitor remote teams in different regions.

Challenges

Complex financial product
Selling process shifted online due to Covid-19, for which training systems needed to be adapted
Independent Financial Advisers to whom the reps pitch are knowledgeable and demanding
Difficulty in mapping competencies to tailor L&D initiatives based on skill gaps

Approaching the solution

Using Awarathon, DSP carried out video assessments for its sales reps and was able to clearly map where each rep stood in terms of knowledge, skill and quota fulfilment, using our actionable reports.
The learner segmentation was extremely beneficial, based on which DSP iterated on their training modules to adapt to online selling.
The ability to upload best practice videos for their reps’ reference was of significant benefit to DSP as well, because body language assumed increased importance while making pitches online.

Difference made

Reps ready to sell online
Complete performance visibility for HQ by city and region
Consistency in messaging while pitching to IFAs
Improved objection handling

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