Case Studies

Sales Leadership Framework

Defined Activity - Objectives - Results Process

Dedicated four week project to a sales process analysis for a local time and parking organization in the midwest. In-depth interviews with the C-Suite, Marketing, Sales, and Customer Service teams, a sales process framework defining activities, measurable objectives, and the yield of results to increase sales and retention while monitoring sales activities across the organization and cohesion within the teams.

Revenue Analysis with MAP Account Planning

12 week project to identify revenue opportunities and account revenue growth across a pharmaceutical organization specific to two regions comprising of over 15 sales representatives. Evaluations of annual revenue analysis and categorizing selling effectiveness into key accounts by defining growth, acquisition, maintenance of revenue, and churn (lost revenue) and uncovered revenue opportunities over 8 figures annually. Drafted and educated sales teams with live walk-throughs to support adherence to tool utilization, video tutorials of self-paced planning and education to allow for individual representatives to evaluate their true opportunities, investigate objections to product penetration, develop action plans, and identify strength of relationships in key accounts.

1:1 Sales Development Planning

Sales coaching and interview preparation for key account managers. Consultations and action planning for individual contributors supporting interview preparation, script development, storytelling and crucial conversations supportive of job search process, compensation negotiation, and offer agreements.