Build a Sales Culture that Drives Growth and Sustainability. A Construction Industry Case Study from Sales Xceleration.
A Construction Company, in operation for 16 years, called on the help of a Sales Xceleration Consultant because they lacked a defined sales process. The sales team was not utilizing a CRM, and the company’s compensation plans were not effective for the sales reps. The company needed to revise their brand message to make it more compelling.
Challenges
The company’s growth was stifled by a variety of operational issues and a lack of sales infrastructure. The company needed to rectify these issues:
- No established sales process
- Incomplete commission structure
- No clear unique value proposition (USP)
- Mis-aligned sales territories
- Lagging professional sales skills
- No lead generation program
- No opportunity management process
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. Several comprehensive solutions were put in play:
- Defined a sales strategy and sales process
- Installed a CRM
- Created a sales story
- Packaged a sales playbook used for onboarding new sales reps
- Defined metrics and dashboards
- Built compensation plans to drive company KPIs
- Installed a sales meeting structure including 1:1s
“Sales Xceleration helped us fix a broken sales process in our organization. We implemented commission plans, a sales playbook, CRM and trained existing salespeople. It was a significant investment, but they delivered exceptional value.”
Results
The company fully embraced its much-needed sales infrastructure. The SX Consultant taught the CEO how to be an effective sales leader. With refocused leadership and a structured framework in place, the company was able to retain its top sales person. They freed him from account management tasks and created a hunter role for him with a lucrative compensation plan to match.
The big win: This $3.5 million company set a sales record in its first full quarter of implementation and projected achieving a $6 million revenue increase over the next three years.
Let’s work together to build your sales infrastructure and deliver your “big win.”
