We help portfolio company management teams maximize revenue opportunity and return on investment through effective management of company's sales force and advanced marketing analytics. We assist in developing a clear and articulated selling strategy, aligning organizational capabilities to meet agreed-to objectives, rolling out disciplined fact-based processes; and developing adequate tools/systems to provide proper monitoring and feedback. Through rigorous analytics, we develop marketing strategies to optimize advertising spend and product/service pricing.
Developed a sales organization structure that included removing underperformers, reorganizing salesforce by industry, reallocating sales support staff, hiring “less expensive” salespeople, and implementing a new compensation structure to incentivize new business generation; identified key sales & marketing need for new digital and analytics solutions, with savings to be invested accordingly
Put in place necessary fact base and analytical processes to enable proper pricing decisions in a market with distinct price thresholds; created pricing guidelines and robust pricing process, including pricing constraints/requirements, category price point matrix, time-based pricing, and KPIs; immediately used to reprice 1,100 items, with a margin increase of $1.3MM
Developed salesforce effectiveness plan to support the growth strategy: professionalized inside sales by redesigning the organization and SOPs to increase productivity, providing training on key product attributes, and creating processes for proactive customer management; developed a robust outside sales function, including specific requirements for regional offices and standardized sales processes/tools
Dissected the company’s cost and job performance to establish 20-30% EBITDA improvement opportunity from growing select high-margin niches and improving profitability of lower-margin clients; redesigned sales and recruiting commission structure to incent salesforce to pursue desirable business, and built a sophisticated tool to simulate commission scenarios