Self-managing a sales force doesn’t have to be a headache!

Before: $3M construction business operating at 9% gross margin and making $200K in good years, breaking even in bad years.
After: $22M in sales, 23% gross margin, consistent profits of $2M annually
Key Initiatives Completed: Margin & Business model innovation
Results: Improved sales and margin

Before: Sales team of eight generating $2M of new business
After: Sales team of four generating $2.4M of new business.
Key Initiatives Completed: Sales process realignment
Results: Total cost savings of $250K annually while increasing sales 20%

Before: Expensive and time consuming process to screen and sell potential franchisees
After: Created a system that sold 1 franchise for every 61 leads vs. industry average of 1 to 200.
Key Initiatives Completed: Video marketing system and lead filtration system
Results: Lowered the sales cost per franchise from $4532 to $1709

Before: Client was dumbfounded when he learned that his 9 salespeople were spending 90% of their time preparing routine quotes instead of finding new clients 4 salespeople generating more business than 9 did previously.
After: Created a client self-service portal.
Key Initiatives Completed: Portal removed most quoting responsibilities from the salespeople so they could pursue new business. Four salespeople quit when they realized they would now have to prospect. The remaining salespeople increased their sales and commissions.
Results: Net savings = $300,000+ annually.

Before: Recruited employees with industry experience that created a revolving door of hire, disappointment, fire/quit.
After: The first hire with the new system was a waitress at the CEOs favorite restaurant.
Key Initiatives Completed: Within a year, this hard working employee received three promotions and was in charge of an entire department…..and she’s capable of more! Aptitude testing and training system.
Results: Stopped hiring the competitor’s rejects.

Before: Stable company with stable workforce
After: Industry-best employee retention
Key Initiatives Completed: Employee motivation survey and 360 program
Results: Unbeknownst to the CEO, a 15-year employee was extremely dissatisfied and ready to exit. By uncovering the issues early, the employee was retained and the valuable knowledge base kept.