Case studies
Newly promoted sales manager in need of leadership training
Challenge
A long- established supplier of automotive commodities promoted their top-performing sales representative to lead a 10-person sales team without prior leadership experience.
Goal
Upon completion of an evaluation of the new manager’s existing skill set and style, we were able to build nine comprehensive Leadership Modulars that aligned to a mutually agreed upon prioritization with the President of the company.
Execution
- Conducted weekly 2-hour meetings with new Leader including weekly assignments involving the leadership modules and additional readings:
- Define and evaluate your current sales organization and structure to better meet your client’s needs.
- Development of Weekly 1-on-1 Sales Meetings
- Creation of Performance Improvement Plan (PIP) for underperforming team members
- Create scope and agendas for Weekly Check-ins (remote) and Monthly (in-person) Sales Team meetings.
- Creating an Environment of Sales Success
- Company and Individual Sales Plans – How do we get to the NUMBER?
- How to recruit, hire and onboard a team member.
- Defining the Sales Strategy at XYZ Co.
- Your Coaching Mindset/Culture
Summary
New Sales Leader struggled with initial adaptation, yet after week 4, the lightbulb came on. The client saw a significant reduction in sales team turnover, as the leader built a strong level of self- confidence, and the company experienced a healthy double-digit increase in sales over the next 18 months.
CEO wants to create new business development position
Challenge
A young, aggressive CEO of a growing profitable professional services firm, wanted to relinquish the Sales Hat and focus on continued growth and infrastructure needs.
Goal
Create a brand-new Business Development position including the responsibilities, qualifications, and experience to assume the role previously held by the CEO. Recruit, hire and develop an effective onboarding program, including a compensation plan focused on a “new business commission incentive structure” and a sales plan based on the specific corporate growth goals.
Execution
- Upon a review of over 80 candidates, worked with the client to select the final two candidates. Completed extensive 1-on-1 meetings and a final dinner meeting with executive team members.
- Our first-choice candidate accepted the initial OTE base salary (40%) and commission program (60%) we presented and started within 2 weeks of offer.
- AMS and client developed a First Day, First Week, 30-day, 60-day, and 90-day onboarding agenda, including a customized Salesforce CRM platform for the new position.
- Created and executed a Sales Plan based on a priority ranking of prospects in a defined region.
- Developed a Trade Show plan for Business Development and attendees.
- Set-up a weekly 1-on-1 meeting schedule with CEO with specific agenda.
- Created training schedule for continued product education and knowledge.
- Built out a future sales structure and organization charts for CEO.
Summary
New Business Development person came out swinging! Over 40 new clients in the first six months and exceeded OTE by 25%. Year 2 saw even stronger growth and afforded the company the ability to expand and hire a second Business Development position for a new commercial distribution channel.