Info Edge is rejigging the sales process for its recruitment business Naukri.com, the company said on its earnings conference call. The process was put into place in the middle of Q1, and sales reps are being told to "hold on the negotiation piece" and continue "with the negotiation but we are not really doing that at the cost of the existing relationship that we have." This is mostly happening in key accounts and large accounts, and mostly for annual deals. Essentially, sales reps aren't being pushed to close, but are being pushed to upgrade clients or to get more money from regular, large clients. "...there are cases where sometimes negotiations go on for three months because with many of these customers we have very old relationships. So we let them use the site, but we keep negotiating." These are clients, according to Info Edge CEO Hitesh Oberoi, who have "a lot of money or the average billing part was much higher than the average for the business as a whole." This allows the company to reduce discounting, and bill more from larger customers, but it also leads to the deferment of sales for Info Edge. "So it is very possible that in Q4 this change in policy would impact our collection growth by maybe Rs.15-20 crores in Naukri but we could get that revenue back in terms of additional growth in Q1 and Q2 of next financial year." "So it depends how the negotiation will end at the end of…
