Overview
A PE-backed aviation services software company needed to significantly increase revenue, reduce the sales cycle, and quickly ramp new hires with no time for complexity or steep adoption curves that take multiple quarters to implement.
Challenge
PE-backed companies are bought to be sold so the pressure is on to grow top-line revenue at a fast and steady pace, while also operating at attractive profit margins.
This formerly family-owned software company had been successful for 30-years, but its growth trajectory was nowhere near where it needed to be in order to satisfy the new PE investors.
Management was frustrated by a lack of accuracy in pipeline reporting, variability in performance across the sales team, and an inability to ramp quickly.
Solution
Based on the findings of the Sales Effectiveness Assessment, ClozeLoop rolled out Triangle Selling with the sales team, C.O.A.C.H. with the managers, and a sales playbook.
Impact
The 14-day ClozeLoop Sales Effectiveness Assessment analyzed four key components of the business: Strategy, Systems, Skills, and Staff. Our process involved listening to sales call recordings, interviewing members of the team, evaluating CRM data, reviewing internal documents, and a comprehensive sales team skills assessment. We concluded that the sales team lacked skills in discovering pain with prospects and suffered from the absence of a sales playbook.
Within 90 days the ClozeLoop team trained the team of business development reps, account executives, and management on the Triangle Selling methodology, trained the management team on the COACH framework for performance impact, and rolled out a dynamic Sales Playbook in Google Sites. The ongoing certification plan has ensured ROI and integration.
- 43% YoY revenue growth the first month after training concluded
- Common language to coach team
- 100% adoption of Triangle Selling frameworks
- Rate of revenue growth increased X%
- Stat item 5
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