Sales becoming 2X in 18 months

Sales becoming 2X in 18 months

Situation

Company has been growing for last 10 years but Growth in Sales in last 3-4 years was sedentary and is not growing at expected rates in spite of all efforts from Management.

Challenge

As Founder is driving the Sales ,

1. Similar methods of Sales are being used for many years which are not giving much traction now

2. Sales team KRA and scope is not defined

3. Marketing and Branding focus not there

Solution

Our Contribution while working with Founder was on 2 levels:

As Clarity Partner,

1. Detailed analysis of existing Sales, Marketing and Lead generation cycles was done.

2. Fresh Sales strategies were made with regular review mechanism.

3. Account management for existing clients was introduced for Client Retention.

4. KRA setting, Induction and Training of Sales team was done so as to give complete clarity of job in hand.

As Accountability Partner

1. Periodic reviews of KRA and targets of Sales team so as to keep them on track and help achieve their targets.

2. Periodic analysis of Competition, Market scenarios and also

3. Making sure Sales team work closely with solutions team so as to showcase what’s needed to be given to prospects for best conversions.

Results

1. Last year, Sales has increased to 2X of their previous few years in period of 18 months and even for current year, Sales will increase by 40% as compared to last year.

2. Revenue from existing clients has increased by 35% by way of Proper account management.

3. Sales Process has become on auto pilot with continuous Review and tracking mechanism this maximizing results.