DIRECT SELLING
Our analytics helps direct selling companies institutionalize data driven decision making
which in turn enables them to identify risks and opportunities of key operational drivers
Our Analytical Framework
Analysis & Insights
Identify drivers of salesforce recruitment, retention and productivity
Validation
Are tactics and strategies congruent with insights? Analyze impact of actions taken. Calibrate, continuously monitor and optimize strategies
Reporting
Deliver insights via integrated intelligent dashboards
A sophisticated way to analyze operations
We integrate insights from structured and unstructured data and breakdown the sales & marketing processes into its core components, identify drivers of salesforce and customer behavior and help companies optimize their operational strategies
Our areas of focus
Optimize Acquisition
Develop market and customer segmentation profiles
Identify market opportunities to acquire new sales leaders and customers
Increase leads conversion
Optimize Onboarding
Develop personalized action steps for new sales leaders
Identify and leverage key drivers of performance for the first 90 days.
Increase Productivity
Match sales and marketing strategies to sales leaders and customer segments and profiles
Optimize sales leaders compensation plan
Increase Retention
Generate early warning indicators of churn
Identify barriers to sales leaders participation
Our eight key pillars of expertise
We have significant domain experience and industry knowledge
Questions we help companies answer
Who are the most “valuable” Consultants? What are the underlying drivers of Consultant behavior? What is their Lifetime Value?
What is the life cycle of a Consultant ? What are the drivers that propel a Consultant from New to Performer and the type of performance they will probably yield?
What are the positive and negative drivers of Sales and Marketing ? What are the linkages between these drivers and Recruitment, Retention and Productivity of Consultants and Customers.
A few examples of some of our recent work
Develop Data Warehouse
We created an advanced analytical database which brought together data residing in multiple sources (Financial, Marketing Profiles, Consultant Status, Incentives & Promotions, Consultant & Customer transactions) into a single repository.
Optimize Sales Forecasting
Evaluated multiple modelling approaches and formalized a Time Series model that generated the highest accuracy of 3,6 and 12 month forecasts. Created a platform that allowed users to execute ‘What-if’ scenarios on Demand Sales, Engaged Members, Activity and Average Order Size.
Analyze Promotions
We used historical relationships from ‘average’ months to posit a baseline and measured deviation from the baseline i.e. measure behaviour of consultants in ‘prior’ and ‘post’ periods. Changes in business was categorized by Participation and Productivity and statistical significance levels were used to rate the relative effectiveness of promotions.
Market Opportunity
Internal data (operational & financial) was merged with external household information (demographics, financial & lifestyle) and sophisticated clustering techniques were used to identify the attributes of high value customers. The findings from this analysis were then incorporated into a geo spatial study that highlighted market opportunities and risks for tactical execution.