Increase In Qualified Pipeline Leads
Reduction In The CEOs Time Dealing With Sales Related Activities
Compelling Sales Materials, Web Content And Proposals
Our client, the CEO of a technology consulting company, was looking to double revenues and achieve $5+ million in new sales within 18-24 months. Our client was acting as both the CEO and the primary salesperson, severely limiting his ability to grow the business. The CEO needed to build a sales team along with the accompanying sales processes in order to develop a robust sales pipeline of new logos as quickly as possible This organization had an underperforming sales organization and they wanted a firm to assess the current state and make recommendation for improvement.
This project was delivered in two phases to generate sales revenue as quickly as possible. The first phase developed the necessary foundational requirements for building out the sales team so that once it was established, it would run efficiently and effectively. This included establishing sales processes, governance and metrics, developing job descriptions, corresponding sales compensation plan, and a sales segmentation model that prioritized every prospect within the client’s target market. Phase two of the engagement consisted of the client outsourcing the entire sales management function to Company Expert. Once the sales organization was mature enough, the team was transitioned to the newly hired sales manager.