Sales Transformation Case Study
Performing discovery analysis for a private equity backed energy provider to find the root causes of their team’s sluggish sales performance.
The client is a private equity backed provider of on-site energy solutions to the healthcare, resort, and grocery sectors.
Client
The company has an innovative product and business model but is facing difficulties meeting sales expectations. Company leadership needs to conduct sales assessments and training, but first needs to better understand the root causes for sluggish sales performance.
Context
Interview each member of the company’s sales team to better understand their selling experience.
Interview two of the company’s biggest customers to understand their perspective on the selling process.
Present recommendations on what the root causes are for sluggish sales performance to the company’s CEO.
Tasks
The sales process is long and complicated and reps faced issues identifying the champions that could push the deal through.
The company’s unique business model means sales reps need to spend time overcoming the negative stigma of comparable products in the market and educate prospects on their offering
Prospects viewed the company’s service as “nice to have” and sales reps have trouble creating a purchasing sense of urgency.
Problems
This root cause analysis served as a foundation for sales assessments and training. The training was provided by JMReid Group, a vendor we highly recommend for sales training and assessments.
Recommendations
need help with sales transformation?
I would love to hear the challenges you are facing with your sales function and see if I am the right person to help. Please reach out and I will be in touch soon.