Grease Consulting was retained by one of Gladstone’s portfolio companies to develop a High Level Sales Plan concurrent with the company’s search for a CEO. The project scope was to recommend a Sales Execution Plan that would improve overall revenue and profit performance and provide the incoming CEO with a clear assessment of sales team performance and capabilities as well as areas requiring immediate improvement.
We initiated a Friction Audit designed to evaluate the company’s organization effectiveness, operational efficiency, and sales execution capability. Our premise is that high performing organizations are better equipped to execute on both retaining existing customers and acquiring new business. We found that the company had a collaborative management team that communicated well, constructively dealt with conflict, and exhibited candor. We gauged the company’s operational efficiency in collaboration with the management team, identifying processes that could impede or enhance successful sales. In collaboration with the sales manager and his sales engineers, we developed a sales execution plan, which starts with a sales pipeline to parse new business opportunities by probability of acquisition, profitability, and industry segment. We agreed on which customers to pursue first, how to develop differential value propositions (DVP), and how to animate these value propositions with proposals that tell stories (PSTS).
As a deliverable, Grease provided a detailed Engagement Report to assist the transition and orientation of the incoming CEO. We included several exhibits that clarified our process, analyzed industry and customer segments, and identified specific incremental sales opportunities with a targeted customer-selection decision tree. We found that the management team exhibited high energy and a bias for action to drive incremental sales.