Installing a sales mentality

Client context:

Our client, an ASX-listed corporation, operated with teams distributed across five distinct practices spanning Australia and Asia. Traditionally, their sales predominantly emanated from longstanding industry relationships. However, the unprecedented challenges necessitated innovative strategies to rejuvenate their sales initiatives.

Solution:

Assuming the role of “Commercial Director”, our team took the reins of sales operations across all practices and regions - immersing ourselves into our client. Our primary focus was optimizing their Salesforce CRM. Collaborating closely with developers, we eliminated existing obstacles, culminating in even the most CRM-skeptical team members diligently logging their activities. Through consistent training, we elevated the Salesforce adoption rate from a mere 5% to an impressive 98% company-wide.

Subsequently, we ignited their sales pipeline by spearheading cold outreach initiatives on the client's behalf. Equipping the team with clear objectives and a robust framework, we sought to stimulate novel business ventures.

Outcome:

Our strategic interventions infused a renewed sense of motivation within the sales team. As a result, not only did the entire company adopt the CRM, but the sales pipeline also witnessed a remarkable two-fold surge, positioning the client for heightened success in a post-COVID era.