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CLIENT Enterprise Rent-a-Car
United Kingdom

  Improve sales, profitability, employee retention and customer satisfaction through a consistent sales coaching process across all seven levels of the sales force in the entire United Kingdom

OVERVIEW   Since August of 2007, The Next Level has partnered with Enterprise Rent-a-Car in the United Kingdom on a sales coaching system that focused on:
  • Conducting one-on-one performance development meetings
  • Giving performance feedback against agreed upon expectations
  • Coaching to improve skill gaps
  • Aligning the entire sales force towards the consistent execution of a sales plan

OBJECTIVES   Immediately following this sales coaching training, The Next Level initiated a 4-month follow-up plan to monitor and reinforce execution.  These follow up calls coached the sales team through the adaptive process of learning, adapting, doing, changing and growing so that the results that Enterprise set out to accomplish were achieved.

RESULTS   The primary benefit to Enterprise Rent-a-Car in the United Kingdom has been an in increase in:
  • Revenue growth  by 7%
  • ESQI (Enterprise's Customer Service Index) up by 3%
  • Employee retention up by 4%

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