Problem: The end client was losing sales and not able to identify the reason for missing goals and contract shortages. They needed someone to do a qualitative and quantitative assessment to understand the cause and provide constructive solutions.
Project: Assessing sales strategy, department structure, the customer acquisition process, sales systems and relationship management to identify improvement areas and increase efficiencies.
Results: The assessment helped inform the restructuring of the sales team to reduce its size and increased in effectiveness through better alignment. Guest group sales exploded in the first year by $520,000. Sales bookings increased by $830,000 over the same 2 year period.