Sales

VP of Sales - Sales

Sales

15%
Exceeded sales quota by 15%
Exceeded
personal & professional stretch goals
Created
sales tracking & reporting
Cerius Insights: Sales people are held accountable for quotas and sales results. With CRM system in place, management now knows exactly where it is in relation to the quotas and pipeline. Sales department now has measurements comparable to other departments: operations and finance.
Company Profile
Top 10 commercial landscape provider
$15 million in revenues, 200+ employees
B2B, B2C
Privately owned
Position/Timeframe
Interim VP of Sales, Sales Coach
2 days/week, 12 months
Situation
Company wanted to expand beyond current client base into larger projects with longer contracts
Hired on sales people, now needed leadership, skills testing, training and results tracking
Salespeople did not have personal yearly goals
Implementation
Brought in CRM specialist to implement system for tracking
Implemented CRM system including design, installation and training
Evaluated sales teams’ skills and created one-on-one development program
Tested all sales reps for sales skills and coached them accordingly
Interviewed and hired additional sales reps
Aligned incentive plans with company’s goals
Established goal setting and provided coaching to sales reps for achievement of the goals

Results

  • Sales reps exceeded personal and professional stretch goals in every instance
  • Sales reps substantially exceeded quota by 15%
  • Reporting now available and being used to track pipeline, close rate, time frames and activities