Case Studies

See How Clear Direction Has Helped Other Businesses Just Like Yours

– Case Study

A food service company operating across Texas and in business for over 50 years, realized they needed outside assistance to address sales gaps in infrastructure and revenue. Sales leadership was being handled by the CEO, which was not sustainable for the long term. The Global Pandemic occurred 40 days into the engagement. The new objective was near-term survival and preparation for post-Covid opportunities.

Sales Growth Drawn on Brick Wall.

Challenges

W

Global Pandemic

W

No Sales Culture

W

Sales team make up-concerned they did not have the right people on-board

W

Inconsistent selling process

W

Compensation plan was not clear

W

Communication between sales and operations was not clear

Solutions

W

Assessed the sales infrastructure and sales team needs- Implemented sales infrastructure

W

Restructured the sales team members during the early Covid phases, and recruited new sellers as Covid became controlled

W

Executed a new Website and implemented demand generation tactics

W

Identified Ideal Customer profiles and Unique Value Proposition

Final Result

W

Although revenue was reduced due to many clients closing, we reduced costs, improved pricing and profitability during the shut-downs. We are growing again and adding headcount and marketing

W

We will return to pre-Covid revenue in 2021 and expect to grow double digits in Q3 &Q4 2021. W

W

Installed a vibrant sales culture with accountability and cadence.

– Case Study

Change in ownership and a realization that they needed an experienced sales and business leader. The company was operating from transaction to transaction without a strategy or plan. John was very experienced and able to step in right away, and the Fractional/Outsourced model was low-risk for the company.

Notepad with  Sales  strategy concept on a wood board.

Challenges

W

Message to the market was muddled and unclear why company warranted a higher price

W

Poorly developed long-term strategy

W

Participants had little or no channel experience or experience developing a company for rapid growth

Solutions

W

Assessed the company strategy, employees, processes. Presented the current state of the company.

W

Determined the Unique Value Proposition and market strategy with the team

W

Provided job descriptions and defined territories to the sellers.

W

Established weekly Pulse call and bi-weekly one on one calls

W

Established a CRM process with sales stages and tactics to develop pipeline-5X the pipeline in 6 months

W

Rationalized the product offering and pricing strategy-Increased GM by 7%

W

Recruited and led a marketing firm to help rebrand the company and improve demand generation

W

Recruited Manufacturer's agents in most territories, trained and equipped to sell

W

Recruited and on-boarded two senior sellers. Plan to add two more

W

Established Sales Enablement team

W

Weekly staff meetings focused on Product and business forecasting

W

Provided 8-week Sales Training

W

C-19 was a shock to the businesses. Managed the immediate impact and controlled for the unexpected

Final Result

C-19 was a shock to the business. Deciding how to move forward and gain traction required an experienced leader. I Managed the immediate impact and controlled for the unexpected, while also re-engineering every team in the company. This resulted in a more valuable company than entered 2020 pre-Covid, and a company prepared for rapid growth in 2021 and beyond.

We saw 3 quarters of 20% quarter over quarter growth. This places the company on track for 65% or more year over year growth.  The ownership decided to exit the business. We quickly found a prospective buyer (30 Days) and because we had the infrastructure in place that was transferable, we completed a transfer of ownership within 6 weeks!

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Quarterly Sales Growth

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YoY Growth