Sales team turnaround
The Situation
GFI Software, a SaaS MSP provider catering to the small to mid market of MSP’s Had neared market saturation and their SaaS business model was becoming unpredictable and revenue growth was falling.
The Task
Their Sales Director was struggling to drive the necessary change and we were engaged by the CEO on a three month contract to develop a turnaround framework and deliver intensive performance coaching.
The Action / Approach
- Identified product line underperformance and aligned the sales process to the financial objectives of the company.
- Developed a sales process for effective customer education in order to drive future customer engagement and upsell/cross sell opportunities
- Delivered intensive performance coaching to the sales and presales team
- Developed and delivered tools, process and resources for effective territory management and prospect marketing
- Delivered an actionable 18 month roadmap for further transformation action by the Sales Director
The Result
- Customer satisfaction survey results improved
- Core product sales team performance was transformed in three months from 6% underperformance to 16% overperformance
- New product lines were successfully introduced into the sales process
- Employee engagement was improved and new hire onboarding accelerated
