We started working with a small business with a small team of revenue generating staff. Sales were key to the business, both maintaining existing clients and hunting new business. They were coming off a loss last financial year. The team was in place and revenue was coming through, but there was no consistency, structure or accountability across the team.
The gap was not sales ability. The team lacked experienced oversight to bring focus, coaching and process to how they operated day to day.
What we did
Blackjet came on board to help close more deals and drive more revenue, providing experienced sales leadership. Day to day we became responsible for:
- Strategic oversight of the sales function
- Regular team reviews to build consistency and capability
- Process development around how opportunities were managed and progressed
- A focus purely on sales performance
The results
After just one quarter we achieved the following results:
- Revenue increased 35.7% on a monthly run rate basis
- Net margin moved from -9.4% to +14.3%, a 23.7 percentage point improvement
- The business shifted from loss making to solidly profitable within one quarter
- Several income lines more than doubled over the same period
Why it worked
Not every growing business needs, or is ready for, a full-time sales manager. Blackjet's Sales Growth Session and Sales Leadership gives businesses access to experienced sales leadership through strategic oversight, team coaching and process development.
For this business, that engagement coincided with a significant lift in revenue and a move from loss making to profitable within the first quarter.