November 24, 2022

How TravelerClub & Con-tacto Generated $40M in the Tourism Crisis

Entrepreneur 500 company, one of the biggest travel agencies in Mexico with over 10,000 clients. Travel industry was taking a hit in 2021 so their sales team had to act fast. Cost per acquisition was getting higher and their inside sales team and call center was inefficient.

Background

Travel Industry having major market changes in 2021
Hard to find market resonance
Cost per acquisition was getting higher
Prospects seeing travel as a commodity in a difficult financial landscape was a challenge

Results

Increased sales team performance and close rate by over 10% over the entire nation, went in person to manage one of their weakest sales teams in San Luis and turned it into the best performing one within 3 months.
Now the entire organization uses the system to hire, train & manage their sales teams.

How did we actually do it?

We used the Close Navigator platform to recruit sales reps
We analyzed the sales calls of different locations with the platform to determine bottlenecks in sales
We carefully analyzed sales rep performance & profitability with the platform
We analyzed sales reps behavior within 8 different locations to determine inefficiencies, break behavioral patterns & introduce solutions in The Academy
We physically visited one of their most inefficient offices and stayed for 3 months to completely revamp the team. This was the highest leverage activity as it made us realize of all the main issues within the sales organization.

Background

Travel Industry having major market changes in 2021
Hard to find market resonance
Cost per acquisition was getting higher
Prospects seeing travel as a commodity in a difficult financial landscape was a challenge

Results

Increased sales team performance and close rate by over 10% over the entire nation, went in person to manage one of their weakest sales teams in San Luis and turned it into the best performing one within 3 months.
Now the entire organization uses the system to hire, train & manage their sales teams.

How did we actually do it?

We used the Close Navigator platform to recruit sales reps
We analyzed the sales calls of different locations with the platform to determine bottlenecks in sales
We carefully analyzed sales rep performance & profitability with the platform
We analyzed sales reps behavior within 8 different locations to determine inefficiencies, break behavioral patterns & introduce solutions in The Academy
We physically visited one of their most inefficient offices and stayed for 3 months to completely revamp the team. This was the highest leverage activity as it made us realize of all the main issues within the sales organization.

Background

Travel Industry having major market changes in 2021
Hard to find market resonance
Cost per acquisition was getting higher
Prospects seeing travel as a commodity in a difficult financial landscape was a challenge

Results

Increased sales team performance and close rate by over 10% over the entire nation, went in person to manage one of their weakest sales teams in San Luis and turned it into the best performing one within 3 months.
Now the entire organization uses the system to hire, train & manage their sales teams.

How did we actually do it?

We used the Close Navigator platform to recruit sales reps
We analyzed the sales calls of different locations with the platform to determine bottlenecks in sales
We carefully analyzed sales rep performance & profitability with the platform
We analyzed sales reps behavior within 8 different locations to determine inefficiencies, break behavioral patterns & introduce solutions in The Academy
We physically visited one of their most inefficient offices and stayed for 3 months to completely revamp the team. This was the highest leverage activity as it made us realize of all the main issues within the sales organization.

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