{"id":7968,"date":"2020-03-14T10:50:29","date_gmt":"2020-03-14T10:50:29","guid":{"rendered":"https:\/\/www.worxogo.com\/?p=7968"},"modified":"2022-07-19T19:46:01","modified_gmt":"2022-07-19T14:16:01","slug":"how-a-cpg-conglomerate-used-behavior-coaching-to-boost-sales-productivity-by-20","status":"publish","type":"post","link":"https:\/\/worxogo.xogoweb.com\/legacy\/how-a-cpg-conglomerate-used-behavior-coaching-to-boost-sales-productivity-by-20\/","title":{"rendered":"How a CPG Conglomerate Used Behavior Coaching to Boost Sales Productivity by 20%"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"7968\" class=\"elementor elementor-7968\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5d538d86 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5d538d86\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7f119e9e\" data-id=\"7f119e9e\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5bc7d2bc elementor-widget elementor-widget-text-editor\" data-id=\"5bc7d2bc\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#818a91;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#818a91;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p><span style=\"font-weight: 400;\">In an enterprise context, behavior coaching is primarily an attempt at driving\/facilitating behaviors that lead to desirable performance. It is rooted in various disciplines of behavioral sciences and relies on psychological models and frameworks to get individuals to identify good and bad behaviors and methods of building the former and tackling the latter.<\/span><\/p><p><span style=\"font-weight: 400;\">The two major components of successful behavior coaching are:<\/span><\/p><p><span style=\"font-weight: 400;\">-Identifying key actions or behaviors that are simple enough to practice yet have a high impact<\/span><\/p><p><span style=\"font-weight: 400;\">-Creating a habit loop to drive behavior change<\/span><\/p><p><span style=\"font-weight: 400;\">Here\u2019s a simple example of how this works.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Health professionals realize that people are struggling to fit regular exercise into their schedule, so they recommend that we simply aim to \u201cmove more\u201d. Incorporating an entirely new behavior (like going to the gym) is harder as compared to making minor adjustments to our existing behavior patterns (like taking the stairs or parking a little further away from a usual spot to clock in some extra steps).\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Furthermore, behavior change, big or small, happens when a habit loop is formed. A habit loop consists of a trigger or cue (that acts as a reminder), repetition (that creates routine) and rewards (that create positive reinforcement for the action). Using this, coaches (including the likes of Fitbit) help us stay on track with daily actions that eventually lead to the big health\/fitness wins.<\/span><\/p><div class=\"simplePullQuote right\"><p>These components of behavior coaching apply to all domains of human activity &#8211; including work.\u00a0\u00a0<\/p>\n<\/div><p><span style=\"font-weight: 400;\">Here\u2019s the story of a large CPG company that used worxogo\u2019s AI sales coach to identify and drive high-value behaviors in their sales team, which led to a 20% increase in sales productivity.\u00a0<\/span><\/p><h2><span style=\"font-weight: 400;\">The Challenge<\/span><\/h2><p><span style=\"font-weight: 400;\">The CPG company\u2019s sales team was looking at increasing sales rep productivity. High attrition rates meant the team was constantly trying to get the newer inexperienced sales reps up to speed, while trying to drive productivity across the team. Additionally, getting the team to use their new order booking system was proving to be a challenge.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">The sales team\u2019s productivity was being measured through order booking and sales value achieved. Using <a href=\"https:\/\/www.worxogo.com\/nudge-coach\/\">worxogo\u2019s Nudge Coach<\/a>, the team identified key behaviors sales reps could learn and replicate to increase their productivity. This included<\/span><\/p><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Adhering to their daily beat plan\u00a0<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Visiting more retail outlets<\/span><\/li><\/ol><h2><span style=\"font-weight: 400;\">How driving high-impact sales behaviors helped<\/span><\/h2><p><span style=\"font-weight: 400;\">By delivering real-time behavior <a href=\"https:\/\/en.wikipedia.org\/wiki\/Nudge_theory\">\u2018nudges\u2019<\/a>, daily progress calendars, competitive triggers like points and leaderboards and rewards like social recognition for those who show consistent improvement, the <a href=\"https:\/\/www.worxogo.com\/nudge-coach\/\">Nudge coach<\/a> drove the adoption of these two behaviors in the team. <div class=\"simplePullQuote right\"><p>Sales reps who were earlier only tracking their monthly sales targets could now see their progress on these high-impact behaviors on a daily calendar.<\/p>\n<\/div><\/span><\/p><p><span style=\"font-weight: 400;\">Managers, too, could access individual team member\u2019s daily performance data as well as interact with the reps with real-time feedback and guidance. Managers were coached on how and when to appreciate high performers or guide and direct those struggling to meet the benchmarks on these two behaviors.\u00a0<\/span><\/p><h2><span style=\"font-weight: 400;\">Impact<\/span><\/h2><p><span style=\"font-weight: 400;\">One of the biggest impacts the team saw was a significant shift in the performance of their sales team &#8211; 10% of the team shifted out of the average and poor performance zone and started achieving 60-80% of their targets.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">More of the team was now regularly adhering to the daily beat plan leading to 300 more retail outlets being reached per day on an average.\u00a0<\/span><\/p><p>Increasing the number of sales visits impacted the total number of orders booked which eventually led to a 20% increase in productivity over a period of 4 months.<\/p><p><span style=\"font-weight: 400;\">Additionally, when sales reps realized that only those orders entered into their new order booking system were being calculated in their performance metrics, the new system adoption went up across the entire team.<\/span><\/p><p><span style=\"font-weight: 400;\">To know how you can increase your teams\u2019 productivity by driving high-impact behaviors through coaching, click on <\/span><b>Request a Demo.<\/b><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>In an enterprise context, behavior coaching is primarily an attempt at driving\/facilitating behaviors that lead to desirable performance. It is&hellip;<\/p>\n","protected":false},"author":4,"featured_media":7970,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[223],"tags":[266],"class_list":["post-7968","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-customer-speak","tag-sales","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>How a CPG Conglomerate Used Behavior Coaching to Boost Sales Productivity by 20% - worxogo<\/title>\r\n<meta name=\"description\" content=\"You can increase your teams\u2019 productivity by driving high-impact behaviors through coaching. 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