Learning to Build a True Sales Organization: A Technology Case Study
Contributed by Mike Maanum, Reventus Partner
A technology company, in business for 16 years, knew they needed help from a sales consultant after realizing they needed help building a true sales organization and they did not know where to start. All sales were being handled by the CEO and senior consultants, which was not sustainable in the long term.
Challenges they faced:
- No Sales Culture
- No Sales Team
- Consultants thought they knew everything – and their strength was not selling
- Not leveraging their strategic partner relationships
Solutions implemented:
- Hired three salespeople
- Implemented HubSpot CRM
- Implemented sales infrastructure standard GSP deliverables
- Pivoted sales strategy to participate in software sales that drove their consultant engagements
Results:
- Grew sales 50% in the first year (8M – 12M)
- On a pace to grow 35-40% YoY for the next 3 years.
- Installed a vibrant Sales Culture
- Elevated CEO to participate in high-value sales situations
The Big Win:
- Grew sales 50% year over year in only 12 months
- They are on pace to grow 30-40% year over year in the next 3 years.
“Sales Xceleration joined our Executive Team to help us realize our “Rally Cry” of building a Sales Culture that will help us scale and grow. We exceeded expectations due to the leadership and are on a whole new trajectory!”
Learn more about how Mike Maanum can help you grow your business as an Outsourced VP of Sales!
