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Energize a Stalled Sales Team

Situation

sales_mgmt_rsz_optA technology company had grown to $15 million in annual revenues, but sales had stalled. The company could not break through this barrier and achieve its next goal of $50 million in revenues.

Engagement

Our consultants partnered with senior management to:

  • Refine the definition of a top tier prospect
  • Adjust compensation
  • Revamp lead generation initiatives
  • Streamline the selling process via web tools and inside sales
  • Revise product positioning and sales demonstrations
  • Identify the profile of a top performer recruited new team members

Result

Thanks to these refinements to their selling model, the sales team was able to get out of neutral. Annual revenue increased from $15 million to $22 million to $36 million to $60 million over the course of 3 years.

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