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SALES

FINANCIAL SERVICES FIRM

This firm provided benefit programs to other companies and government organizations.

CASE STUDY

OUTCOMES

150+

Recommendations
To Optimize Their
Organizations

10

Efficiency And
Effectiveness Levers
Assessed And Scored

NEW

Plan And Roadmap
To Optimize The
Sales Organization
Improving Sales Efficiency and Effectiveness
Problems
Our client had an underperforming sales organization and they wanted a firm to assess the current state of their sales organization and make recommendation for improvement.
Solutions
A clear picture (via a heat map) of the client’s current state was developed through a series of detailed interviews, senior management discussions, and client data and documentation. The information was gathered then organized and summarized by utilizing our 5 key levers for Sales Effectiveness and our 5 key levers for Sales Efficiency.

Based upon their current state and where they wanted to take the organization, over 150 recommendations were developed. To focus the organization on the most important recommendations, we used Company Expert’s scoring methodology – e.g., cost, impact, and execution confidence to further define and prioritize the list and sequenced these recommendations in a 2-year roadmap.

We sequenced in the smaller list of recommendations into a multi-year roadmap.

Outputs
  • Sales Maturity Curve
  • 150+ Recommendations That Were Scored and Sequenced into a Transformation Roadmap
  • Assessment and Heat Map of Their Sales Efficiency and Effectiveness Levers
  • Interview and Survey Summaries
  • Deep Analytical Reports to Help Inform the Roadmap
  • Current State Assessment With 5 Major Key Them

SALES

TECHNOLOGY CONSULTING FIRM

This firm provided consulting to mid to large companies looking to move and integrate their infrastructure and applications in the cloud.

CASE STUDY

OUTCOMES

12X

Increase In
Qualified Pipeline
Leads

80%

Reduction In The CEOs
Time Dealing With
Sales Related
Activities

NEW

Compelling Sales
Materials, Web
Content And
Proposals
Building a Sales Team to Accelerate Growth Noise
Problems
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.
Solutions
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.

Outputs
  • Recruited and hired three highly effective Sales Representatives
  • Established the sales processes, governance structure and reporting capabilities
  • Enhanced the sales tools and created marketing materials
  • Trained sales reps to increase their effectiveness in closing new business as quickly as possible
  • Created a target list that Identified and prioritized the client’s best prospects and opportunities for growth
  • Acted as interim Chief Sales Officer and developed the sales plan