B2B Sales Performance Improvement Case: A Leading Global Cross-Border Payment Brand —Inside Sales Performance Enablement
Project Overview
The client is an internationally leading cross-border payment service provider affiliated with a major global fintech group. With nearly two decades of experience in cross-border payments, the organization provides one-stop payment, collection and foreign exchange services for cross-border e-commerce and B2B trade merchants. Its business spans over 70 countries and regions, with offices in 19 cities worldwide, serving close to one million merchants.
Within this context, the inside sales (tele-sales) team serves as a core growth engine for business expansion. Enhancing the team’s sales capability, execution efficiency and sustainable performance was identified as a key business priority.
Prothink was engaged to design and deliver a series of highly customized sales enablement programs closely aligned with the client’s real sales scenarios and operational practices.
The Challenge
How to systematically improve the performance of a B2B inside sales team through practical, scenario-based capability development, while ensuring measurable execution and sustained performance improvement？
Our Approach
- Fully customized course design using real client cases, activities and simulation scenarios
- Tailored sales scripts and structured practice sessions closely aligned with day-to-day sales work
- Emphasis on learning-by-doing to accelerate skill transfer and application
Program Design & Delivery
- Delivered a series of targeted workshops for the B2B inside sales team and channel development teams, including:
- Performance Effectiveness Workshop
- Sales Capability Enhancement Workshop
- MBTI & Self-Awareness: Team Collaboration and Client Management
- Business Growth Workshop
- Focused on goal alignment, efficiency optimisation, sales skill enhancement, motivation co-creation and results measurement
- Conducted follow-up review sessions to track progress and evaluate improvements in team effectiveness
Outcomes & Impact
- Supported the sales teams in achieving clearer goal focus, improved execution efficiency and enhanced sales capability
- Established structured mechanisms to track and evaluate performance improvement over time
- Based on the strong outcomes delivered, Prothink has been continuously engaged to provide customized training programs for the client’s Greater China teams
- Ongoing programs cover areas such as sales enablement, social media operations, online communication, professional capability development and self-management, supporting long-term sales effectiveness and resilience