B2B Sales Performance Improvement Case: XTransfer — Sales Team Performance Management & Enablement
Project Overview
XTransfer is a one-stop cross-border financial and risk control service provider dedicated to helping small and medium-sized enterprises significantly reduce the barriers and costs of global trade, while enhancing their international competitiveness.
As sales capability is a critical driver of business growth, XTransfer recognized that the effectiveness of sales team management — particularly managers’ sales management awareness and their ability to apply structured performance management tools — plays a decisive role in improving overall sales performance.
Prothink was engaged to support the sales management team in strengthening sales performance management capability and enabling more effective, data-driven sales leadership.
The Challenge
How to help sales managers systematically manage and improve sales performance through practical tools, while making complex performance management concepts easier to understand and apply in day-to-day work.
Our Approach
- Applied a variety of tools and instructional methods to simplify complex concepts and enhance learning effectiveness
- Designed practical, easy-to-apply learning experiences tailored to sales management realities
Innovative Sales Performance Management Tool: The Performance Dashboard
- Introduced a visual Sales Performance Dashboard to help sales leaders and individual salespeople track and measure performance
- Enabled clear visibility of sales targets, actual performance, capability gaps and improvement priorities
- Supported sales managers in identifying issues through dashboard data and conducting targeted performance management actions such as coaching, communication and motivation
Gamified Learning Design
- Incorporated gamified learning methods into program delivery to significantly increase engagement and participation
- Used game-based mechanisms to help sales teams better understand and internalise core sales performance management principles
- Supported the practical application of learning in real sales management scenarios
Outcomes & Impact
- Improved sales managers’ awareness and capability in performance management
- Enabled sales teams to track, analyse and manage sales performance more systematically
- Increased learning engagement and practical application through visual tools and gamified learning design