Executive Summary
A marketing company, in business for 13 years, reached a sales plateau and realized they needed a plan and strategy built by a professional. The company experienced a decrease in sales and wanted to reverse the trend and accelerate their sales effort, systems and tools.
Client Overview
Starting Revenue: $29 Million
Ending Revenue: $33 Million
Staff Members: 10
The Big Win
Built an achievable sales plan that outlined how to grow sales by $4M.
Challenges
- No sales team and low sales activity
- Poor implementation of their CRM
- Limited performance indicators
- No sales process or sales plan for growth
- Revenue was reliant on one customer
- No job descriptions for employees
- Lacked a sales role strategy
Solutions
- Developed a sales strategy based on specific observations of the organization
- Created a sales forecast, sales roles and coverage strategy
- Established job descriptions, compensation plans and defined sales personnel profile
- Implemented a CRM plan, complete with leading and lagging indicators
Sales Xceleration came in to interview and observe the organization. Based on the findings, a realistic sales plan was created to quickly generate revenue growth.
Results
- Built an achievable sales plan that outlined how to grow sales by $4M
- On-boarded 2 strategic account managers
- Marketing activity dashboards and staffing resources obtained as a result of the CRM implementation
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