Decision Quotient (DQ®) Sales Technique Transforming Sanitation Sales
In February 2021, USAID TRANSFORM WASH adopted the DQ (Decision Quotient) sales approach as its primary sales tool. The DQ is a problem-solving process that guides customers through customized decision-making. The DQ is designed to aid our business partners in improving their sales presentation and sales skills, allowing them to better understand their clients’ sanitation needs and present an affordable sanitation solution.
How did the DQ Sales Training come about?
Transform WASH, in collaboration with Whitten and Roy Partnership (WRP), designed this unique sales approach. WRP is world-renowned sales consulting firm that works to transform sales, management, and leadership for socially-minded organizations in over 40 countries worldwide.
The activity starts with a field discovery. The field discovery identified organizational, strategy, process, and personnel restraints and strengths to increase the number of latrines sales. Transform WASH project team and WRP designed a tailored training program for the Transform WASH Business Development team on essential skills “how to teach, coach, and influence WAH businesses.” Furthermore, tools were developed to help Mason Sales Agents improve their sales skills to sell improved toilets. The training materials were designed with simplicity, transferability, scalability, and sustainability.
Early results and continuous learning titles!
As a result of the DQ sales approach, sales of improved sanitation products and services have significantly increased. The DQ approach has an average of 30% sales presentation to sales conversion rate. It has also improved the tracking of sales data.
This unique sales approach requires implementing a series of regular training at all levels of the business development team, which will later be cascaded to our business partners on the field. For example, in May 2022, a training on the DQ approach for new staff and a series of Sales management and training was given to 56 people.
