Manufacturing
Manufacturing – Sales
Results
Company Size & Timeframe
- $10-15 million in revenue
- 1-2 days/week, 4 months
Results
- Issued $7 million in quotes – 60% have high probability of close within 90 days
- Consistent language helped Sales team understand and apply processes
- 12 months of sales projections in the pipeline, with backups in case a sale was lost
Company Profile & Position
- Private equity-backed
- Interim Vice President of Sales
Situation
- Vacant GM/Sales position left no sales leadership in company
- No sales in 5 months with only 2 months of backlog and sales lead time of 12 months
- Lack of sales leader and processes
- Outdated and incomplete marketing collateral and website
- Lack of understanding about customers and competitors
Implementation
- Performed detailed analysis of target customers for quick sales, competitors’ products, and how to sell against them
- Created a 6-step sales process and trained sales team
- Created pricing matrix for discount analysis and pricing decisions
- Replaced, established and/or set goals for field sales reps domestically and internationally
- Directed redesign of marketing collateral, website and ROI calculators
- Issued quotes/proposals to prospects
- Assisted in identifying a full-time VP of Sales
See what Cerius can do for you.
Cerius Insights
“Our Interim VP of Sales clearly defined the sales process we should use to win business. We now fully understand how to transition a brand new lead into a paying customer.”