DHL Express has been honoured 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.

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Source: Deutsche Post DHL