Case Study: Increasing Growth
Project History
An international consulting firm faced a serious challenge: its market rapidly matured, and because of the low entry cost, many new competitors had begun to take serious market share. Revenue steeply declined in a matter of months. Seventeen offices were closed in the United States and operating budgets were slashed.
Traditionally, sales were developed through experienced consultants and managers who also delivered their consulting services. After a major strategy and organizational structure study the company made the decision to reorganize the sales function.
Challenge
Like many consulting organizations, sales were generated as a result of contacts, publishing and networking. No formal sales process or sales organization existed. The company culture had a serious aversion to the 'S word' and consultants openly opposed the formation of a sales structure.
Even among the executive ranks, few understood the changes that would have to take place in order for the company to solve its revenue problem.
Solution
The senior executive team formed a Sales Effectiveness Team and charged it with reorganizing the company to form a dedicated team-based sales force. RavenHouse International consultants worked with the team to develop a new sales strategy and a new sales organization. Some of the components included:
• A company specific sales competency model
• Appointing 10 new Regional Sales Managers
• Development of a company-specific sales training process
• Coaching in sales leadership for new Regional Sales Managers
• Development of a recruiting and selection process
for Account Executives
• Advanced consultative sales training for Regional Sales Managers
and high potential Account Executives
• Personal development strategy guides for Account Executives
and Regional Sales Managers
• Development of a revenue forecasting process
• Training in key account and territory management
• Development of performance standards and a
certification process for Account Executives
Results
Since working with RavenHouse International, the company has successfully built a world-class sales organization and has realized impressive financial results.
Highlights include:
• Increased domestic gross revenue by 50% in two years
• Increased competitive win rate: from 1 out of 2 to 3 out of 4
• Key account penetration hit rate improved 100% in two years
The company now has a strong sales culture, a multi-year continuous improvement plan, and has grown to more than 50 offices worldwide.
The international offices have now joined in the new sales strategy and are beginning to show results:
• Asia Pacific: 200% increase in revenue in twelve months
• Latin America: 70% increase in revenue in eight months
• Europe: 35% increase in revenue in twelve months
