Executive Summary
An electrical manufacturing company, in business for ten years with ten employees, experienced a change in ownership in addition to the shock of COVID-19, exposing the negative impact of their lack of sales strategy and plan. They had been operating transaction-by-transaction and realized that they needed an experienced sales leader to create a strategy and plan, as well as to put the infrastructure in place to grow revenue immediately and into the future.
The Big Win
20% quarter-over-quarter growth in the
last two quarters, which puts the company
on track for 65%+ year-over-year growth.
Challenges
- Needed to create a clear, unified direction
- Lack of Sales Plan
- No long-term business or sales strategy
- Insufficient channel experience within the team
- Not prepared for rapid growth
Solutions
Testimonial
Our Consultant provided clear direction and leadership to the whole company. We all know our role, and we are all now driving to a common objective.
— Pat Forbis, Chairman and CEO
Results
- Reorganized each team to function more effectively
- Defined their unique value proposition
- Created a market strategy
- Recruited, hired, and trained manufacturer’s agents in many territories
- Increased demand generation
- Recruited, hired, and onboarded two high-level salespeople
- Grew the pipeline by 5x in six months
- Increased gross margin by 7%
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Manufacturing: Creating the Structure to Boost Revenue & Profit