To overcome the capital and cultural issues that Byju is encountering today, the prominent tech company needs to take matters into its own hands. Byju Raveendran, the company’s Founder and CEO, says that they’ve got to change their staff’s selling style and decrease the course prices by up to 30 percent.
In front of a 1500+ salespeople and managers meeting, Raveendran ensured the team members would understand that a pull-based sales model and not a push-based approach would be adopted. He stressed on the role of the team to treat the students and their parents with respect, they had to deliver just counseling and a guide, not to sell only our products.
Raveendran argued that sales consultants perform not only the role of education advisors but also support those individuals who are already persuaded by the innovative learning transformative phrases of Byju’s. Managers have been informed to behave like coaches who motivate the sales team to excel well instead of threatening them if they do not meet call quotas.
To promote a lifestyle of flexibility in the workplace, sales agents were allowed to pick their times without the need to be monitored on the number of hours spent on calls. Raveendran pushed them to get to where they wanted to in 30 minutes, if not on that specific day. If they were too fatigued, he would recommend that they work on weekends, too.
On top of these adjustments, Byju’s has lowered the course pricing by 30%. ‘Learning App’ now has a yearly subscription fee of 12000 rupees, whereas the ‘Classes’ and ‘Tuition Centres’ are priced at 24000 and 36000 rupees, respectively, yearly fees. By implementing this strategic series of measures, Byju aspires to guide the company through the financial difficulties, and prepare a prospect of a more stable future.
