03/10/2015, 02:30 PM CET

DHL wins Stevie Awards for sales process optimization

The "Sales Process of the Year" distinction recognizes the enhancement of the DHL Express Global Sales Improvement Process.

The "Telesales Team of the Year" title was awarded for the way DHL Express optimized its procedure for telesales calls to customers in Europe.

  • DHL Express Global Sales was honored at the ninth annual Stevie® Awards for Sales & Customer Services
  • Award judged by over 100 professionals worldwide and selected from more than 1,900 entries

Bonn - DHL Express has been honored with a Silver and Bronze Stevie® Award in the "Sales Process of the Year" and "Telesales Team of the Year" categories respectively. The two submissions were selected from over 1,900 nominations and assessed by 139 professionals worldwide.

The "Sales Process of the Year" distinction recognizes the enhancement of the DHL Express Global Sales Improvement Process. This was done by reducing the number of general KPI discussions between sales executives and managers during monthly sales territory planning sessions, shifting the focus to customer and opportunity-based next-step actions. This new dialog structure is further supported by The Weekly Call of The Boss - short weekly discussions about the actions resulting from the opportunities that a sales executive committed to during the last planning session.

"The new sales and coaching process is helping sales executives make the right decisions about which sales activities, customers and opportunities to focus on in order to drive greater customer loyalty and revenue," said David Wilson, Executive Vice President Sales Global / Europe, DHL Express. "It has been a significant contributor to the company's growth."

The "Telesales Team of the Year" title was awarded for the way DHL Express optimized its procedure for telesales calls to customers in Europe. The company designed a working method concept (MONEY HOURS) and a supporting call-planning tool (ANA) to boost performance. The purpose of MONEY HOURS was to make non-sales departments aware that they shouldn't disturb the telesales frontline during morning time - the period in which they focus on customers with opportunities. In the afternoon, the sales execs were using ANA (AfternooN call Assistant) to prioritize and prepare for calls.

"We initiated the MONEY HOURS concept at DHL Express Turkey and it developed into a best demonstrated practice," said Ton Verleg, Vice President Global Sales Development, DHL Express. "ANA was tested in the Netherlands and Belgium and it proved so successful that it has now been implemented in nearly all European countries. Our Belgian team played a vital role in helping other countries set up the ANA tool."

DHL Express is currently working on rolling out MONEY HOURS and ANA on a global level.

DHL Express U.S. also won a medal in the "Telesales Team of the Year" category (Silver), while other Deutsche Post DHL units were represented in over 20 additional award categories. As a whole, Deutsche Post DHL was presented with a Grand Stevie Award, ranking number one with its total score count based on all the medals it received at this year's Stevie Awards for Sales & Customer Service.

The Stevie Awards for Sales & Customer Service are the world's top sales awards, business development awards, contact center awards, and customer service awards. The Stevie Awards organizes several of the world's leading business awards shows including the prestigious American Business AwardsSM SM and International Business AwardsSM.

The awards were presented to honorees during a gala banquet on Friday, February 27 at the Bellagio in Las Vegas. More than 500 executives from the U.S. and several other nations attended.