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.
Challenges
- High sales turnover
- Lack of sales leadership
- Sales manager resigned after 6 weeks
- No documented processes or expectations
- Poor use of tools (e.g. CRM) with no forecasting or understanding customer need
- COVID -- everyone was remote during the entire engagement
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
- Captured entire business of a key client, that was formerly also using a competitor
- Hired the right sales leader, provided thorough onboarding, and promptly transitioned responsibilities
- Achieved $1 million in monthly revenue for the first time & 20% growth
Ready to achieve your sales and revenue goals? Take our 10-question Sales Agility Assessment to see where you may have sales gaps.
Related:
Food & Agriculture: From Declining Sales to Exceeding Revenue Growth
Office Supply/Furniture: Creating a Sales Infrastructure Leading to Increased Revenue
Heating and Cooling: Increased Growth & Reducing the Sales Cycle to Improve Performance
Finance: Creating a Positive Work Environment Through Refined Sales Processes
