OUR PROJECTS
Transform Sales Organization
Challenge
$4B publicly traded sensor and control solutions company faced inefficiencies in its sales organization, requiring a comprehensive transformation to enhance performance and drive growth.
Solution
Undertook a complete overhaul of the sales organization from 2021 to 2022, implementing a structured Sales Excellence Discipline. This included proficiency upgrades across 20 key sales dimensions and targeted improvement initiatives.
Result
Achieved a 32% increase in under three years, demonstrating the effectiveness of the enhanced sales structure and strategic initiatives.
Drive Distribution Growth
Challenge
A $1.5B PE-owned global chemicals company needed to optimize its sales force deployment to drive distribution growth while maintaining an effective channel structure.
Solution
Launched a 2024 sales force deployment initiative, strategically shifting OEM sales to distribution partners while balancing the existing channel structure to enhance market coverage.
Result
The initiative is projected to deliver 10% incremental growth over the next two years, strengthening distribution channels and maximizing sales efficiency.
Optimize Sales Force
Challenge
A $500M PE-owned energy services company sought to enhance sales performance by optimizing sales force deployment and improving key sales metrics.
Solution
Implemented a 2020-21 Sales Force Deployment initiative, focusing on enhanced sales call targets, pipeline growth objectives, improved win-rate ratios, and structured cadence management.
Result
Achieved a 12% increase in sales, driven by a more disciplined and strategic sales approach.
Enhance Direct Sales and Distribution Performance
Challenge
A $250M PE-owned aerospace and defense systems manufacturer faced sales inefficiencies and needed to enhance both direct sales and distribution performance to drive revenue growth.
Solution
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2020 Engagement: Overhauled the sales organization, optimized sales force deployment, increased pipeline value from a 1X to 3X target, and implemented a more aggressive sales call strategy. The program was enhanced by an Inside Sales Rep (ISR) initiative.
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2023 Engagement: Focused on strengthening distribution by establishing new policies, setting performance targets, implementing goal-setting frameworks, and enhancing inventory management.
Result
Both initiatives collectively contributed to a 10% revenue increase over target, demonstrating sustained sales and operational improvements.