Challenge

To prioritize sales efforts Home introduced a manual classification of individual sales leads: Green meant the lead didn't require much effort to secure a sale, while Yellow & Red expressed needs for greater levels of engagement. Since the classification was based on subjective criteria, there was a lack of consistency in the methodology across the 180 stores, and the task was only done by every third employee. This made overview and comparability impossible, which complicated prioritization in individual stores, and made it difficult for Home HQ to provide support.

Solution

A forecast model was established that classified current sales leads based on available data. This made it easier to prioritize sales efforts in individual stores without the need for manual tasks. The logic behind the model was made clear to employees, which was crucial for building trust in the classifications.

Result

In addition to saving manual workflows in the stores, objective and consistent classifications give headquarters better conditions to actively offer help if the level of Red cases becomes too high.

- Hans Henrik Buchreitz, HOME