Sector:
Manufacturing
Service Lines:
Salesforce Effectiveness
Client Situation
A $400M packaging manufacturer was experiencing a slow down in growth and declining margins despite a good market position
Salesforce turnover has been high in recent years and performance across the sales team was mixed
The Private Equity owner had held this company longer than planned and grew frustrated with its commercial performance
How We Helped
Developed a detailed fact-base on the company’s commercial performance with a focus on the productivity of the salesforce
Conducted numerous internal interviews, analyzed sales and pipeline data, assessed sales processes, sales support and tools
Interviewed customers to understand their preferences and frustrations in dealing with the company
Analyzed sales rep performance for strengths and gaps
Developed the investment case for hiring additional sales resources to go after specific opportunities in the market
Developed sales improvement options and collaborated with the sales and management team to refine, develop consensus and draft implementation plans
Result
Resolved several underlying organizational challenges where the sales team was underperforming
Accelerated growth in sales with better targeting, faster quoting and pricing, customer wins, replacement of reps and several new hires
Results included ~15% revenue growth over the prior year’s performance
The Private Equity owner sold the company at an attractive price 15 months later