Company Size & Timeframe

  • $65 million in revenue
  • 75 employees
  • 2 days/week, 3 months, plus 8-week training program (one day per week)

Results

  • Increased sales by 7% over forecast
  • Middle management teams worked more closely to solve problems
  • Marketing, finance, engineering and sales now aligned through a common language and approach
  • Streamlined sales compensation plan
  • New marketing plan that led to predictable lead generation, on-time product development and introduction

Company Profile & Position

  • B2B, government
  • Interim Sales Management & Marketing

Situation

  • Slow-down in sales and government purchases
  • Absence of a marketing plan (SWOT and Goals, Objectives, Strategies & Tactics)
  • Concerned that the sales compensation and incentive plan was off-target
  • Management team operating in silos
  • Senior management felt mid-level managers were inexperienced; No synergy between departments

Implementation

  • Reviewed sales compensation plan and recommended changes
  • Created a marketing plan and weekly market execution meetings
  • Developed a custom management training program; weekly team problem-solving program
  • Cross-trained managers so they understood departmental roles
  • Created a common language to facilitate better communication between departments

See what Cerius can do for you.

Cerius Insights – Customer Quote

 

“For the first time, we have clearly stated timeframes 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 compensation plan review (he took the job after reading it).”