Sales & Marketing

VP of Sales - Technology

Sales & Marketing

Increased
sales 7%
Increased
dept cooperation, maturity of managers
Created
a marketing plan which drove growth
For the first time we have clearly stated time frames and goals. We are pleased with the management sales training program and that department managers are working as a team. The new VP of sales understood and appreciated the comp plan review (he took the job after reading it)
Company Profile
Technology, web filtering
$65 million in revenues, 75 employees
B2B, government
Position/Timeframe
Interim Sales Management & Marketing
2 days/week, 3 months plus 8 week training program (one day per week)
Situation
Sales were slowing
Slow-down in government purchases
Company did not have a marketing plan (SWOT and Goals, Objectives, Strategies & Tactics).
Company concerned that the sales comp & incentive plan wasn’t right
Management team operating in silos
Senior management felt middle level managers were too new and untrained. No synergy between departments.
Implementation
Reviewed sales comp plan and recommended changes
Created a marketing plan and weekly market execution meetings
Created a custom management training program; weekly team problem solving program
Cross trained managers so they understood departmental roles
Created a common language allowing various departments to communicate better with each other

Results

  • Increased sales by 7% over forecast
  • Middle management team worked more closely together to solve problems
  • Marketing, finance, engineering and sales now connected through a common language and approach
  • Streamlined sales comp plan
  • Developed a marketing plan which led to predictable lead generation on time product development and introduction