Learning to Build a True Sales Organization: Technology Case Study

The Big Win

Grew sales 50% year over year in only
12 months. On pace to grow 30-40%
year over year in the next 3 years.

“Sales Xceleration joined our Executive
Team to help us realize our “Rally Cry”
of building a Sales Culture that will
help us scale and grow. We exceeded
expectations due to the leadership and
are on a whole new trajectory! ”

Executive Summary

A technology company, in business for 16 years,
knew they needed help from a sales consultant
after realizing they needed help building a true
sales organization and they did not know where to
start. All sales were being handled by the CEO and
Sr consultants, which was not sustainable for the
long term.

Challenges

• No Sales Culture
• No Sales Team
• Consultants thought they knew everything –
  and their strength was not selling
• Not leveraging their strategic partner
  relationships

Solutions

• Hired three salespeople
• Implemented HubSpot CRM
• Implemented sales infrastructure standard GSP deliverables
• Pivoted sales strategy to participate in software sales that drove their consultant engagements

Results

• Grew sales 50% in the first year (8M – 12M)
• On a pace to grow 35-40%
• YoY for the next 3 years.
• Installed a vibrant Sales Culture Elevated CEO to participate in high-value sales situations

Client Overview

• Starting Revenue: $8 Million
• Ending Revenue: $12 Million Staff Members: 55