ReCom customer case

About ReCom

ReCom is a commercial prospecting agency outsourced in B2B. It has 80 employees including 45 salespeople. Their primary objective is to generate qualified appointments for partner companies.

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Presentation of the interlocutor

Jeoffrey Burton Is the Performance manager from ReCom.

Its role is to:

• Piloting the performance from ReCom,
• Suggest methodologies to the sales team,
• set up tools sales assistance,
• ensure that Business Developers get the best continuing education possible.

The context

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The ReCom team grew from 5 to more than 75 employees between 2016 and 2022.

New HR actions have been put in place to support this significant growth, in particular the establishment of a full integration week to train newcomers in the commercial profession.

A need to outsource training was felt, in order to benefit from an expert external perspective on business practices and the commercial performance.

The objective was to provide an external discourse like that of Akimbo for challenge internal practices and Motivate salespeople. At the same time, the support made it possible to show salespeople that the structure cared about their Increase in competence.

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“Sales representatives must be continuously trained. [...] Using an external discourse makes it possible to cover all the problems encountered. Even as a manager, we can't think of all the problems they encounter on a daily basis. It is important for us that they can discuss peer-to-peer with sales experts.”

The support chosen

The agency has chosen the program Ramp For Success Outbound over a period of 3 months.

The first month was access on the Copywriting.

“Today, there are two challenges in the sales profession. On the one hand, you have to be able to reach the interlocutors (which is not necessarily obvious) and then you have to deliver the right message to them... Finally, over a day of phoning, by making 70 calls, you have about 10 decision-makers on the phone, so it is very important to make these calls successful.”

The second and third months were dedicated to cold calling.

The impact

Les effects and results obtained are:

• One building trust And of theEase salespeople in the relationship with prospects, which results in a improving the quality of interactions.
• Obvious behavioral effects, showing Better achieved KPIs and qualifying objectives than they were before.
• Of short-term numerical results (sometimes on the same day) following the application of the techniques learned.

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