Red Rover

Challenges:

• While the market leader in the metro Memphis area, sales had begun to plateau for the last few years. Charged with increasing sales and transforming the sales culture from fulfilling inbound orders to active prospecting.

Solutions:

• Revise incentive compensation plan to drive additional sales growth.
• Deploy series of sales coaching workshops for inside/outside sales team.
• Streamline sales processes.
• Develop a Weekly Sales Dashboard to ensure sales opportunities are top-of-mind.
• Deploy a quarterly direct marketing campaign to top 1000 commercial customers and prospects.

Results:

• Now one year into sales development efforts, the results are quite positive.
  • Sales for the first quarter following program kick-off were the highest in company history at 9 percent above the same quarter of the prior year.
  • Sales for the second quarter following program kick-off were over 25 percent higher than the same quarter of the prior year.
  • Year-end sales compared to prior year were 25 percent higher than prior year.
• Proactive weekly prospecting now being conducted by sales team at a significantly higher level than ever before.
• Link to client testimonial