Sales, Product, Strategy Professional

Sales Leadership

Reversing declining sales trend. Achieving 8%-point sales swing in just over two years in a flat economy

Objective: Leading our largest region to revenue increase following two years of decline.

Challenge Overview: In an economic environment averaging around 1% annual growth, our largest region’s sales and account management team underperformed, resulting in over 4% annual revenue decline and a loss of market share.

Strategic Approach: Conduct a thorough evaluation of team and individual performance by gathering input from internal and external key stakeholders.

Solution: Implementation of a sales transformation plan with the following elements

  1. Clearly defined goals for every team member.
  2. Targeted sales skill training for the team and for individuals.
  3. Improved timely and transparent two-way communication.
  4. Team motivation through celebration of achievements.
  5. Increased intra-team and inter-departmental collaboration.
  6. Focused solution-based selling techniques training.
  7. Better alignment between team member skills and roles, such as inside sales, outside sales, and account management.
  8. Value-based product and services training for the team.
  9. Implementation of sales operations and CRM training to gain more insight and to improve sales effectiveness.

Results: In just 18 months, our largest region witnessed a transformative 8%-point swing, reversing from an almost 5% revenue decline to an 5% increase in annual growth. This turnaround not only marked a significant recovery but also propelled the region from being the company’s lowest performer to its highest achiever.

24% Cumulative Revenue growth over two years through up-selling, cross-selling, and a customer-centric mindset

Objective: Capturing market share amid economic stagnation.

Challenge Overview: The economy is stagnant, with our core product development lagging and no significant updates expected for two years. Recent acquisitions have expanded our product line, yet integration remains pending, complicating our market share expansion efforts.

Strategic Approach: Refine the capabilities of our global sales and account management team, enabling them to more effectively identify business needs and opportunities. Unlock potential for up-selling and cross-selling, thereby driving growth and enhancing customer satisfaction.

Solution: Implementation of a revenue growth plan with the following elements:

  1. Improve team’s ability to recognize and respond to customer needs, with a a special focus on consultative selling techniques.
  2. Equip the team with better market intelligence to stay ahead of market trend, and develop a more analytical and data-driven apporach to sell against the competition.
  3. Foster deeper, value-based relationships with customers through regular engagements and personalized service.
  4. Find opportunities to cross- and up-sell new additions to the product and service portfolio and build reference cases to showcase quantifiable benefits.

Results: Following the implementation of the growth plan outlined above, the sales and account management teams achieved a 24% cumulative revenue increase over a two-year period resulting in annual revenue of well over $140 million.