ZS and a major financial services company transformed a telesales operation—and watched as sales took off CASE STUDY: Sales Force Transformation FORTUNE 200 CORPORATION | FINANCIAL SERVICES | UNITED STATES Talk isn’t cheap The Problem There are only so many top prospects Telesales teams at a leading financial services company were targeting small businesses for its credit and lending products. While the products offered excellent value and had enormous market potential, the outbound call center performance was lagging, despite a significant investment from the company. “Performance had steadily decreased—in three years, our productivity had decreased by half,” says a director at the company who managed the call teams. Initially, the sales team naturally focused on t

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