Company Size & Timeframe
- 35 employees
- $25 million in revenue
- 2 days/week, 8 months
Results
- 43% revenue growth
- Reduced SG&A by replacing underperformers with fresh producing talent
- New sales pipeline built from key prospects – 11 out of 16 closed
- Retained 2nd largest client despite 25% price reduction offer from competitor
- Initiated first contract with distribution partner in US and Europe
Company Profile & Position
- Interim Chief Sales Officer
Situation
- Low single-digit growth for past couple of years
- Current sales team lacked talent to execute revenue growth plan
- No sales pipeline to support revenue targets
- Competitors stealing clients and undercutting prices
- Small sales organization had limited market impact
Implementation
- Launched strategic selling plan to target new client acquisition and existing client growth
- Performed sales assessment, established performance reviews and individual coaching
- Established premier prospect list
- Designed and implemented client retention program
- Researched and established channel partners for low-cost strategy to expand sales efforts and market reach
Cerius Insights
“Hiring an interim to permanent was so painless and risk-free. I got to ‘try out’ my future employee for almost a year before I made her ‘mine.’ I knew exactly what I was getting.”
