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Company Size & Timeframe

  • $15 million in revenue
  • 200+ employees
  • 2 days/week, 12 months
  • Results

    • Sales reps exceeded personal and professional stretch goals in every instance
    • Sales reps exceeded quota by 15%
    • Reporting now tracks pipeline, close rate, timeframes and activities
  • Company Profile & Position

    • B2B, B2C
    • Privately owned
    • Interim VP of Sales, Sales Coach
  • Situation

    • 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 tracking system
    • Implemented CRM system including design, installation and training
    • Evaluated sales team’s 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 coached sales reps for goal achievement

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.

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