Challenge

The CEO was the sole person responsible for generating leads and closing sales .

Solution

Built out a four-person sales team complete with training, scripts, powerful collateral, commission structure, revenue goals and monthly performance reviews.

Results

Growth rates became steadier month-over-month and significant revenue hurdles were overcome.

Challenge

The staff was used to the CEO leading the charge and posting the ‘big numbers’.

Solution

Implemented revenue accountability metrics for every member of the team: Marketing, Sales, Service Delivery, Client Services.

Results

Brought clarity and focus to the revenue goal and each team member began to pull their weight, excited to post their own ‘big number’; upsells and revenue expansion became the norm.

Challenge

Operations areas lacked formalized policies and procedures resulting in poor communication across departments, inefficiencies that resulted in unnecessary expense and missed deadlines.

Solution

Streamlined and documented all procedures;

formalized roles and responsibilities for each staff member to include measurable goals. 

Results

With individual goals now clearly tied to corporate goals and a clear understanding of job expectations, morale improved as did net margins.