ORANGE, CA

Our Orange County, CA client is a family run business with an SME sales team that didn’t consider themselves salespeople and didn’t have any real sales leadership. They also had become heavily dependent on discounts to keep the quantity of customers stable year over year. We started by Profiling the Sales Leader role and then moved on to surveying, interviewing, and analyzing Sales Leader candidates. As we onboarded the new Sales Leader, we also worked on improving the SME team through on-site, sales-focused training workshops. This helped them understand their pivotal role in improving revenue for the company and themselves, as well as helped them understand the value proposition of their product, the company, and their experience. Improving the value proposition allowed them to back off of discounts and improve sales revenue and profit margins. Since the team had operated without Sales Leadership for so long, we had to reestablish sales goals, KPIs, and leading indicators that would help them to establish and reach target revenue and profit. This required analyzing the sales process, reviewing past data, and building new tools to track current data. Once the team had their goals and priorities determined, we then focused on their “Day-in-the-Life” and aggressively removed all Low Payoff Activities (LPA) to free up time to focus on High Payoff Activities (HPA), which resulted in a new prospect intake process, including a dedicated person to book new appointments, developing better demonstrations for prospects, and a higher close ratio. We also leveraged technology at several key stages during the sales process in order to produce a more streamlined and efficient sales experience, making it easier to do business with our client. These changes resulted not only in a higher close rate, but in prospects signing up sooner in the sales process.

Results

– Installation of qualified sales leader
– Creation of “Call Center” to allow for a better customer experience at first touch
– Reduced time from first touch to prospect commitment by 50%
– Increased annual sales volume for the first time in 8 years
– Doubled the amount of return customers
– Improved sales activity tracking with full transparency
– Reduced discounts by $500k annually, improving profit margin
– Refined and documented Sales Playbook best practices