Build a Sales Culture that Drives Growth and Sustainability. A Technology Case Study from Sales Xceleration.
A software technology company, in business for 16 years, knew they needed help from a sales consultant after realizing they needed to build a true sales organization to achieve their sales objectives. All sales were being handled by the CEO and senior consultants which was not sustainable for the long term. They didn’t know where to start.
Challenges
The company’s consultants thought they knew everything, and selling was not their strength. Additionally, the company lacked a sales culture, had no sales team, and were not leveraging their strategic partner relationships.
Solutions
The Sales Xceleration consultant followed a proven, structured process to identify the largest challenges, uncover opportunities for quick wins, and establish the foundation for sustainable growth. They began with a thorough assessment of the management team, sales strategy process, and structure that was inhibiting their ability to build a vibrant sales culture. They identified four key solutions:
- Hired three salespeople
- Implemented HubSpot CRM
- Implemented the sales infrastructure to support standard service deliverables
- Pivoted sales strategy to participate in software sales that drove their consultant engagements
“Sales Xceleration joined our executive team to help us realize our “Rally Cry” of building a sales culture that would help us scale and grow. We exceeded expectations due to the leadership, and we are on a whole new trajectory!”
Results
Before the initiative began, the company revenue was $8 million. By the end of the first year, sales grew to $12 million, a 50% increase. Throughout the year the vibrant sales culture took firm hold, and the company was on pace to grow 35-40% YoY for the next three years. The combined efforts and commitment to sustaining that culture, freed the CEO from day-to-day sales tasks to play an elevated role in selected high-value sales situations.
The big win: the company achieved a 50% increase in sales and established a sustainable sales culture set to grow 35-40% YoY over the next three years.
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