Case Studies
Scaling Series C
From the ground up: Embracing enablement to drive performance
Problem:
Series C company ready to take the next step was leaning on leaders to enable the sale org, pulling them away from where they were needed most and stunting growth.
Project:
Program development, talent management, leadership training, product training, sales playbooks.
‣ 2x increase in quota attainment
‣ 77% increase in sales efficiency
‣ 10% increase in conversion & win rates
‣ 30% increase in ARR year-over-year
High growth; inconsistent performance
From ad hoc to organized: Building a structured sales motion
Problem:
High-growth sales org wasn’t seeing the performance results it needed to fuel growth due to inconsistent quota attainment, long sales cycles and deal sizes that trailed their competition.
Project:
Enablement audit, stage criteria development, sales playbook.
‣ Increased quota attainment rate to 80%
‣ Doubled win rate from 20% to 40%
‣ Doubled average deal size
‣ Reduced average sales cycle length by two months
New-hire heartburn
Reducing ramp time with a better onboarding experience
Problem:
Rapidly scaling SaaS sales team didn’t have a structured onboarding program resulting in employee turnover, poor performance, and delayed ramp times.
Project:
AE competency modeling, talent acquisition strategy development, creation of new-hire onboarding program.