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 President which was not sustainable for the long term. The Global Pandemic began 40 days into the engagement. The new objective was near-term survival and preparation for post-Covid opportunities. Survive and then thrive!
No Sales Culture
Sales team make up-concerned they did not have the right people on-board
Inconsistent selling process
Compensation plan was not clear
Communication between sales and operations was not clear
Assessed the sales infrastructure and sales team needs- Implemented sales infrastructure
Restructured the sales team members during the early Covid phases, and recruited new sellers as Covid became controlled
Executed a new Website and implemented demand generation tactics
Identified Ideal Customer profiles and Unique Value Proposition
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
We have returned to pre-Covid revenue in 2022 and expect to grow double digits in 2023.
Installed a vibrant sales culture with accountability and cadence.
– Case Study
North Carolina Manufacturer: A 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.
“John was referred to us as an expert in the channel. We need his sales expertise. The scope immediately broadened to all aspects of our business, from VP of Sales to CXO! He quickly assessed where we were with our people, market and product. He simplified our offering making it easy to communicate to channel partners and customer where our company specialized. From this, we built out the organization to support this focus. We realized margin improvement, revenue improvement and a clearer direction forward, all during a Global Pandemic and supply chain challenge!
Ultimately, John helped us realize our desired exit plan, found a buyer, and managed the transaction. We are delighted at the speed and effectiveness John employed to execute the exit.” -Board President
Message to the market was muddled and unclear why company warranted a higher price
Poorly developed long-term strategy
Participants had little or no channel experience or experience developing a company for rapid growth
Assessed the company strategy, employees, processes. Presented the current state of the company.
Determined the Unique Value Proposition and market strategy with the team
Provided job descriptions and defined territories to the sellers.
Established weekly Pulse call and bi-weekly one on one calls
Established a CRM process with sales stages and tactics to develop pipeline-5X the pipeline in 6 months
Rationalized the product offering and pricing strategy-Increased GM by 7%
Recruited and led a marketing firm to help rebrand the company and improve demand generation
Recruited Manufacturer's agents in most territories, trained and equipped to sell
Recruited and on-boarded two senior sellers. Plan to add two more
Established Sales Enablement team
Weekly staff meetings focused on Product and business forecasting
Provided 8-week Sales Training
C-19 was a shock to the businesses. Managed the immediate impact and controlled for the unexpected
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!
Quarterly Sales Growth