Medical Interpretation and Language Translation: Utilizing a Fractional VP of Sales to Establish Sales Best Practices

Executive Summary

Linguava, a medical interpretation and language translation company in business for 11 years with 27 employees in addition to interpreters (1099), had an ineffective sales manager with high turnover within the team, no KPIs, limited use of CRM, no sales accountability, and stalled sales. The company hired a sales  consultant to initially assess their sales processes and sales manager.

The Big Win

Broke $1 million in monthly revenue for the first time & achieved 20% growth.

Utilizing a Fractional VP of Sales to Establish Sales Best Practices & Hire the Right Sales Leader

Challenges

Solutions

  • Created and implemented a sales infrastructure
  • Modified CRM, clarifying usage expectations for sales team
  • Set goals, key performance indicators (KPIs), and instituted management by objectives (MBOs)
  • Established formal quarterly business review (QBR) process for all key customers
  • Initiated 1:1 meetings for sales reps
  • Scheduled regular sales team meetings
  • Promoted two Customer Service Reps to Inside Sales to free up Account Managers

Testimonial

Our Consultant worked with us as the Interim VP of Sales on a fractional basis. He brought a wealth of business experience and sales best practices to our company even without any knowledge of our industry or services. He was able to help us successfully define, hire, and onboard his successor.

— David Brackett, CEO at Linguava

Results

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