Executive Summary
In business for fifteen years with fifteen employees, a hardware technology company with lab equipment for microbiology, food science, COVID testing, agriculture, academia, and more, had experienced some sales executive attrition, inhibiting their ability to grow market share and increase revenue. They wanted a Sales Consultant to serve as an Outsourced VP of Sales, working with leadership to evaluate the sales operations, hire and coach the sales team, and implement a scalable sales strategy to achieve growth.
The Big Win
Sales growth of 25%, along with every salesperson exceeding their quota for the year.
Challenges
- Sales team turnover
- Sales team had an inside sales team approach
- Lack of field sales process and experience as hunters
Solutions
- Conducted a market analysis to find opportunities for growth
- Established an effective sales process
- Mentored sales team on expanding the right sales activities
- Set quotas based on sales process
- Coached sales team to increase value of opportunities
- Focused on ways to serve the community during the pandemic
Testimonial
I give our Sales Xceleration Consultant credit for helping facilitate our growth and working with our sales team to have our best year ever during an economic downturn.
— Ronen Neutra, CEO & President, Neutec Group
Results
- Created a realistic forecast
- Hired new sales talent
- Made operational changes to differentiate inside sales from field sales
- Achieved 25% sales growth
- Entire sales team exceeded quota
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