Case Study |
| Customer Description: |
| • Medium sized privately held VC-backed company |
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| Industry: |
| • Software |
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| Business Need: |
| • Company sales growing at a very aggressive rate, sales processes immature and not scaling with overall company growth |
| • Company could not afford to slow up existing sales team; either to have them work on the sales operations issues, nor to take their eye off the pipeline of opportunities |
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| Key Challenges: |
| • Sales operations not sufficiently robust and scalable; ‘bursting at the seams’ |
| •CEO came through the sales ranks; runs an opinionated and aggressive culture and not always accepting of new/outside/consultant ideas |
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| Strategies/Solution: |
| • Led the company through some ‘hands on’ best practices excursions, allowing the client to witness firsthand how other large software vendors are managing their sales operations |
| • Redesigned all sales operations in support of global field sales organization |
| • Designed and implemented both new hire sales training as well as annual sales meeting |