A demanding mission, at the crossroads of people and performance
From the first exchanges, Studi was clear about its ambitions: outsource part of its commercial activity without ever sacrificing the quality of support. The mission given to Sqwad is ambitious: to qualify and convert a growing flow of incoming leads, while maintaining a customer relationship with high added value.
“We needed to set up a team quickly, with profiles capable of managing a long, complex sale over several weeks... and all this without compromising on quality. The level of requirement was very high. ” — Eric Klipfel, Chief Revenue Officer, Studi
3 key KPIs to track
Here are the major indicators on which the success of this mission is based:
- Conversion rate prospect > appointment > registration : with a performance requirement equal or even greater than that of internal teams.
- Time frame for teams to ramp-up : ability to make an outsourced sales force operational in a few weeks.
- Customer satisfaction level : both on the part of the learners and the internal Studi teams.
Customer context: Studi, hypergrowth to be structured
Studi is experiencing a phase of rapid growth, with rapidly increasing demand and a brand that is spreading nationally. But this dynamic is also accompanied by several constraints:
- A complex sales model : each sales consultant must support the prospect from A to Z — from the first call to registration — while adapting their speech to the personal motivations of each learner.
- Strong pressure on quality : Expectations in terms of speech, posture and arguments are very high.
- Tensions on the local job market : especially in Montpellier and Soissons, making it difficult to quickly recruit suitable profiles.
- A growing volume of leads, requiring the ability to quickly absorb new flows without degrading the prospect experience.
“Recruiting 20 to 30 additional good salespeople in our employment areas in a short period of time had become very complicated. A viable alternative had to be found. ” — Eric Klipfel.
The challenges to be met: scalability, complexity, talent scarcity
When Studi turns to Sqwad, the need is clear: to structure an efficient sales team, capable of absorbing the rapid growth in the volume of leads, while maintaining a high level of requirement. But behind the scenes, several major obstacles complicate the mission.
- Scalability is necessary, but difficult to operate internally
With the accelerated growth of its business, Studi is facing a volume problem. The number of incoming leads is increasing sharply, making it difficult for internal teams to process them without risking a deterioration in quality. Recruiting en masse in a short period of time, while maintaining personalized support for each prospect, is becoming a real operational headache. - A complex sales model that excludes “generic” profiles
The sales mission is not limited to making an appointment or to a standardized sales pitch. It's about supporting each prospect — often in the middle of a retraining or lifelong reflection over a long cycle, sometimes several weeks. This requires profiles that are at once empathetic, pedagogical, organized... and above all experienced. Sales representatives capable of showing finesse, adapting their discourse, and building a relationship of trust at a distance. A real recruitment challenge. - Geographic constraints that limit access to the right talent
The local job market, especially in Montpellier and Soissons where Studi is historically established, is under tension. Recruiting 20 to 30 good advisors in these employment areas is becoming very complex. It was therefore necessary to find a model capable of overcoming geographical constraints and looking for the best talent... wherever they were. - The importance of structured, remote management
Even with the best salespeople, no sustainable performance can emerge without a solid framework. Studi needs a partner capable of setting up remote local management, guaranteeing both the motivation of the teams, the quality of the discourse, and the regular achievement of objectives. A framework that is at the same time human, demanding and responsive. - Strong requirements in terms of reporting and transparency
Finally, Studi's culture is based on data and agility. It is essential for them to have total visibility on the activity: number of leads processed, conversion, response time, follow-up of prospects... The partner sought must therefore offer performance monitoring in real time, with shared, understandable KPIs that are shared, understandable, and can be activated immediately.
The Sqwad answer: a tailor-made and efficient model
To meet these challenges, Sqwad has put in place a complete solution, designed to combine efficiency and flexibility. It all starts with the rapid recruitment of experienced salespeople, carefully selected from an international pool of more than 30,000 talents. These teams are organized into “squads” managed by expert managers, in direct relationship with Studi, in order to guarantee fluid communication and the feedback of field insights in real time.
The support does not end there: each advisor benefits from initial and continuing training to align perfectly with the posture, tools, processes and values supported by Studi. Finally, the performance is monitored in an individualized manner thanks to Cockpit, a proprietary tool developed by Sqwad, which makes it possible to manage activity in real time and to optimize the quality of the service provided.
Rigorous sourcing for highly qualified profiles
What really makes the difference in this mission is Sqwad's unique approach to sourcing, selection and skills development. Here, it is not a question of recruiting en masse, but of building a sales team with high added value, tailored for a complex and demanding sale.
Thanks to its 100% remote model, Sqwad frees itself from geographical constraints. Result: a national, even international, pool of experienced commercial talents, quickly available and recruited for their business expertise. This model opens access to profiles that are often inaccessible in a traditional HR logic: sales professionals who are already seasoned, who have proven themselves in complex environments, sometimes in parallel with other missions or careers.
Each advisor selected for Studi is distinguished by their ability to:
- Understand the mechanisms of a long cycle sale, where patience, pedagogy and rigor take precedence over volume.
- Create a human bond from the first contact, to establish a relationship of trust and listening with the prospect.
- Manage a portfolio over time, with strategic relaunches, personalized follow-up and an advisory position.
- Quickly adopt Studi's internal codes and tools, until integrating himself as a full member of the team.
Far from a generalist approach, Sqwad is developing a culture of commercial excellence. Each profile is coached, trained, supported, and challenged to deliver a constant level of quality — regardless of the volume of leads to be processed.
“Sqwad profiles are very well trained. They are operational, they quickly understand how we work, and they fit perfectly into our organization. Some of the best advisors today... are at Sqwad.”
— Amir Falk, Sales Director, Studio
Measurable... and sustainable results
From the first weeks of the collaboration, the effects of the system put in place by Sqwad are felt. The tailor-made approach, centered on quality, people and agility, quickly generates tangible commercial performances — while strengthening the fluidity of exchanges between the two structures.
A rapid increase in charging, without compromising on quality
Thanks to Sqwad's ability to quickly recruit, train and deploy its teams, the first results appear quickly. In just a few weeks, the dedicated sqwads are operational, trained in Studi tools, values and processes.
Conversion rates that rival internal standards
Over the months, the results are refined, and confirm the solidity of the model: in some areas, the conversion rates of Sqwad teams equal, or even exceed, those of Studi's internal teams. This performance is all the more remarkable because it is obtained on a complex mission, with high-stakes leads and a demanding sales approach, sometimes spread over several weeks.
Complete autonomy over the entire sales cycle
Where many outsourcing players limit themselves to qualifying or making appointments, Sqwad teams go to the end of the process. Each advisor follows their prospects from start to finish: from the first contact to the final registration, including reminders, reinsurance and the management of objections. This control of the complete cycle allows better follow-up, a better prospect experience, and ultimately... better conversions.
A collaboration based on transparency and co-construction
The good results are not the result of chance: they are based on a fluid, transparent and iterative working relationship. Every week, the Sqwad and Studi teams meet to analyze the data, adjust the scripts or the targeting, co-construct the objectives and develop the system. Shared dashboards in real time allow Studi to monitor performance, to quickly identify points of friction, and to optimize the management of the activity with great reactivity.
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