Sales

VP of Sales - Sales

Sales

24%
Hit rate for online sales productivity
20%
Year-over-year revenue run rate
$3.3 MM
Annual payroll savings
Cerius Interim Executive Solutions delivered a performance-based professional that was always mindful of execution and results. The depth of experience and wisdom the interim executive had was invaluable and laid a strong foundation for us to further stimulate growth and profitability.
Company Profile
Services, B2C
450+ Retail locations, 2,500+ employees
$650+ million in revenues
Position/Timeframe
Interim Sr. VP of Sales
5 days/week, 12 months
Situation
Purchased by two private equity firms
New CEO brought in at time of investment
Sr. VP of Sales position open for a year, CEO & executive team stretched covering open position
Sales continuing to decline with worsening recession
Desire to complete key sales restructuring projects while searching for new key executive to the team
Implementation
Restructured staffing models
Redefined sales compensation
Rolled out a store-in-a-box concept
Store level performance a priority
Selling process defined and implemented for customer retention, renewals, new business and add-on business

Results

  • $3.3 million annualized payroll savings
  • 20% increase in year-over-year revenue run rate
  • 24-point improved hit rate for online sales productivity
  • Transition in permanent Sr. VP of Sales to ensure no gap in leadership and helped preserve continuity and momentum