DIRECT SELLING

Our analytics helps direct selling companies institutionalize data driven decision making

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.

Execute operational strategies more accurately and effectively

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