Company Size & Timeframe

  • $10 million in revenue
  • 80 employees
  • 2 days/week, 5.5 months
Manufacturing

Results

  • Increased customer service rating from 2.5 to 4.5 (out of 5) – from average to extraordinary
  • Increased sales by 24% with no additional hires/positions and higher profitability
  • No turnover within sales or customer service during assignment
  • CEO enjoyed three vacations during assignment; now takes every Friday off to spend with family

Company Profile & Position

  • In business over 25 years
  • B2B, military
  • VP of Sales

Situation

  • Company did not have a strong sales organization or formalized processes
  • Increasing customer service issues
  • Turnover in sales management and sales positions
  • High turnover in distribution network
  • Wasn’t realizing financial growth necessary to support the infrastructure in place
  • Everyone reported to the CEO
  • Little differentiation between inside and outside sales teams

Implementation

  • Established clear job descriptions for inside and outside sales
  • Defined outside sales territories and restructured sales department to align
  • Hired and trained replacement as full-time Sales Manager (rather than costly VP of Sales or equity BD partner)
  • Set-up committees to interface with sales and manufacturing to improve customer service delivery
Results manufacturing

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