Case Studies

Seller Acquisition For An E-Commerce Major

Objective

Seller acquisition through field sales teams is the most effective and cost efficient way to build up sellers on an e-commerce platform. The client wanted to drive seller acquisition for its e-commerce portal through Channelplay and the scope of work included:

  • Planning of target cities, markets and categories
  • Field teams hiring, training and operations management
  • End-to-end seller onboarding and reporting to client

Approach

The key activities in project execution were as follows:

Project team hiring and onboarding - We hired project team members who were from e-commerce background and had significant experience in e-commerce merchant acquisition and onboarding

Detailed training program and development of objection handling documents - We conducted a detailed training and induction program for each sales team member and each of them was given a FAQ document for ready reference and fast sales closures

Elevation of top performers - The top performing sales persons were elevated to Team Leader position resulting in higher motivation, better people management and more closures

Outcome

The project successfully met its objectives and the key highlights were as follows:

  • New sellers were on-boarded for different categories across 20+ cities
  • There was no compromise on seller quality and quality of sellers increased as desired by client
  • Detailed training and effective management of the filed teams ensured high productivity

Topics: Sales Staffing