Company Size & Timeframe
- $30 million division, part of $2.9B parent company
- 4-5 days/week, 2.5 months
Results
- Closed $3 million deal
- Bridged cultural gap between European parent company and U.S. company
- Prevented high potential for turnover in sales department
Company Profile & Position
- Interim Director of Sales
Situation
- Director of Sales out on 3 months leave
- Company recently purchased – experiencing cultural differences with parent company
- Lack of leadership in sales department
- Large variances in clients with difficulty prioritizing
- Long selling cycle
- Technical product with few resources in large geographic region
Implementation
- Defined sales processes
- Prioritized the sales pipeline
- Established pipeline tracking capabilities at corporate level
- Identified clients nearest to close with progress made
- Implemented “strategic selling” for a faster close
- Helped corporate and regional sales people understand process, strategy and prioritization of clients to optimize available resources
- Issued quotes/proposals to prospects
- Assisted in identifying a full-time VP of Sales
Cerius Insights
”The assignment was certainly considered a success. We closed one major order and moved several others well along. Now we will try to continue the momentum he built up!”