Executive Summary
After 13 years as a contract manufacturer, the company decided to pivot and bring to market a CPG (Consumer Packaged Goods) product. The company enlisted the help of an Outsourced VP of Sales to build a go-to-market (GTM) strategy for a new product line. The CEO/COO did not have experience selling nor managing sales teams and needed a knowledgeable leader to create strategy and build a solid sales foundation that delivered immediate sales results in the first year.
The Big Win
Put together a foundational sales strategy and structure, resulting in $1.5M in revenue with $4M backlog in the first 12 months of sales.
Challenges
Solutions
Our Outsourced VP of Sales developed a go-to-market (GTM) strategy for a new product, which included establishing key markets to serve, defining ideal targets, and creating a value proposition. A lead generation marketing process was put in place to gain competitive market share.
Two sales representatives were hired and onboarded, while the OVPS trained the sales team on methodology. A sales process was developed and implemented into a Customer Relationship Management (CRM) system. Which ensured it was clearly defined, understood, and followed by the entire team for consistency.
The “sales seat” was integrated into the leadership team, and The Entrepreneurial Operating System (EOS) was implemented
throughout the organization.
Results
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