Implemented sales approach to double revenue in 2 years

Situation:
A private equity company purchased an equipment manufacturing company and wanted to double the size of the business in 3 to 5 years.


Actions:
  • Assumed engagement from large consultancy that failed to provide an actionable sales approach
  • Assessed and surveyed the market and incorporated customer feedback
  • Developed sales techniques and processes for each market segment
  • Increased sales force activity through tailored CRM and sales management training
  • Developed sales team compensation plan to drive accountability and results
  • Transitioned complaint handling from sales team to accountable unit in the organization

Results: The aligned and knowledgeable sales team achieved sales growth sufficient to double the firm’s revenue in just 2 years.

Case Study