Solution

Vollardian acted as a "Sales Coach" for the Brighte team, conducting an extensive analysis of their sales operations to optimise performance. This involved a 90-day plan that included several key actions:

• Redefining the Value Proposition: They conducted a value proposition workshop to redefine the company's value proposition to focus on value over price. This new value proposition was then used to create new sales and marketing collateral.

• Sales Operations Improvement: Vollardian set up and tracked new performance metrics , and conducted regular sales coaching. They also redeployed the Salesforce CRM to make it an effective and integral sales tool.

• Process and Cultural Change: The team created a sales coaching cadence , a CRM guide, and an onboarding guide to instil a performance sales culture. They also defined and simplified the sales operations process within Confluence.

Results

The implementation of Vollardian's solutions resulted in significant improvements:

• Target Achievement: The team's performance was lifted from less than 30% of their target to achieving 100% of their revenue target. This achievement has been sustained for the last three years.

• Sales Productivity and Activity: There was a 3x increase in sales productivity in just three months. This was supported by a 300% uplift in sales activity and a corresponding increase in the pipeline. Specifically, calls increased by 217%, meetings by 116%, and completed tasks by 369% over three months.

• New Value Proposition and Collateral: A new value proposition was developed and rolled out across all sales and marketing collateral, enabling the team to focus on value over price.

• Sales Culture: A sustainable, high-performance culture was instilled, enabled by solid underlying sales operations and a weekly cadence.

• CRM Utilisation: Salesforce was transformed from an unused tool into an integral part of everyone's roles.

Testimonial

"Vollardian turned our Salesforce from an unused tool, to something that became so integral to everyone's roles and people enjoyed using"

— Chief Marketing Office, Brighte.