Salesforce Effectiveness
We assist management teams in developing an effective sales engine, including:
- Strategy: Articulated and agreed-to sales strategy outlining explicit objectives, success measures, and winning selling proposition
- Organization: Salesforce capability to best execute the strategy and compensation systems that align to create right motivation
- Process: Disciplined fact-based processes to accelerate and increase success of sales cycle
- Tools: Adequate tools/systems to provide proper monitoring and feedback
Assessing Salesforce Effectiveness and Developing A Commercial Operations Turnaround Plan
Conducted a 6-week commercial assessment for an entrepreneurial regional foodservice fresh produce distributor recently acquired by a PE firm, with the objectives of diagnosing financial underperformance and designing a commercial operations turnaround plan. To this end, Gotham: conducted a robust customer attrition analysis; interviewed salesforce and customers; mapped and assessed current processes; and reviewed performance measurement tools and KPIs. Gotham identified customer attrition drivers, sales process gaps, and organizational challenges, and redesigned the sales model to a hunter-maintainer structure with inside sales and improved service coordination. New KPIs, reporting dashboards, and a structured meeting cadence were implemented, unlocking 6–8% revenue and 10–12% EBITDA improvement opportunities.
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Dissecting Job Profitability and Redesigning Commission Structure to Improve EBITDA Margins at Professional Staffing Company
Conducted a 4-week operations assessment to establish levers to turn around the company’s EBITDA margin performance: 1) dissected the company’s cost and job performance, by cleaning/reconciling raw data from disjointed staffing and ERP software systems, mapping detailed general ledger costs to jobs, and creating job profitability profiles; 2) redesigned sales and recruiting commission structure for a 25% improvement in EBITDA; and 3) developed robust KPI-based reports required for managing cost and profitability moving forward.
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Evaluating Call Center Operations, Salesforce Effectiveness, And Partner Activation Processes
Conducted a 2-week operational assessment to evaluate call center performance, salesforce effectiveness, and partner activation processes for a leading marketer of vehicle service contracts. To this end, Gotham: conducted site visits and interviews with managers, sales agents, and customer service reps; analyzed call and operational data to assess close-rate drivers and staffing alignment; analyzed CRM data to evaluate sales conversion, account coverage, and follow-up discipline; and mapped partner activation workflows to identify inefficiencies and IT constraints. Gotham provided the client with a clear view of the company’s performance gaps and proposed actionable improvements to call center performance, sales execution, and partner activation amounting to a $60-80MM revenue opportunity. This enabled the client to position the business for growth ahead of its planned exit from this portfolio company.
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Growth Roadmap and Sales Function Redesign to Triple Revenue at Global Flow Control Products Distributor
Developed growth strategy and identified levers to triple revenue in 3-5 years. Developed detailed prioritized plans to implement the new strategy. Created sales force effectiveness plan to professionalize inside sales and develop outside sales force.
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