Solution

Vollardian conducted a rapid, four-week deep-dive into Forwood's commercial operations to identify barriers, highlight opportunities, and recommend next steps.

Key steps in the diagnostic included:

• Qualitative & Quantitative Analysis: Conducted 8x interviews with Sales, Client, and Marketing teams. Extracted and transformed CRM data from Zoho (pipeline, tasks, contact history) into quantitative data. Completed performance analysis (coverage, target, and activity progress) and reviewed CRM usage/setup.

• Benchmarking & Gap Analysis: Mapped the team's outreach approach to review consistency. Benchmarked activity vs. industry standards to determine capacity gaps.

• Action Plan: Identified 14 commercial improvement opportunities. Quantified the potential impact and effort of each opportunity and prioritised them. Created a 6-12 month action plan to boost sales.

  
  

Results

The diagnostic provided Forwood with clear, actionable insights and a roadmap for significant growth:

• Overall Revenue Potential: Recommendations would enable Forwood to increase revenue by 40%.

• ∼200 Hrs/Mth Saved from Leads List: Introducing a target prospect list and qualification framework allowed the team to redirect ∼4 hrs/day/rep away from inefficient prospecting.

• ∼25% Increase in Sales Activity: Clear task expectations and a structured CRM strengthened team accountability, increasing capacity for higher sales activity volume.

• ∼5% Increase in Conversion Rate: Achieved through cross-team collaboration with Marketing for warmer leads and improved conversions.

• ∼30 Hrs/Mth Saved via CRM Optimisation: Optimising the CRM reduced logging admin and response times, leading to increased adoption and visibility.

Testimonial

"I reflect on our engagement and I really enjoyed it. Saw great value in the services provided. Would definitely recommend you and want to work together again."

— Chief Revenue Officer, Forwood