CASE STUDIES

Technology Reseller Corporate Trade Company Trade Show and Event Company Apparel Company Brand Service Company Marketing Services Company Global Service Provider
* Please contact us for additional case studies and current client work.

"Salessaviors brought us structure and direction. They provided us with a more effective way to go to market, but most importantly, they executed it! They roll their sleeves up and really go to work."

Tom Simmons, VP of Sales

Client:	Technology Reseller
Need:	Our client faced contracting demand and declining sales. They needed to understand the key factors behind this downfall. Once understood, they needed a strategy to increase both new client acquisition and existing client growth.
Solution:	Salessaviors worked with our client on sales hiring, training, process and accountability setting, channel segmentation, and team management. We did a through market and competitor analysis. With this data, we remodeled the structure into four specific channels. Salessaviors focused our clients training into three components: product knowledge, sales skill set and time management. We developed benchmark metrics and performance levels. Salessaviors worked with all levels of management to ensure proper communication, direction, and roll-out.
Result:	As a result of these changes our client increased the level of skill, knowledge and accountability from their sales teams. In addition, management saw improved communication and accountability between team members on roles and responsibilities. These changes translated in a 20% growth on existing clients yoy year 1, 25% year 2, and a 24% growth rate on new client acquisition yoy year 1, 40% year 2.

"Salessaviors helped us understand where we needed to change and how. They worked with us to build and execute a highly effective restructuring plan, and through this collaboration, discovered a new revenue channel."

Neil Boyd, VP of Sales

Client:	Corporate Trade Company
Need:	Our client needed to change their existing sales model. They had to understand the best strategy to move forward. Once understood, our client needed to establish a structure and process to achieve their goals.
Solution:	Salessaviors worked with our client on sales hiring, training, alignment, compensation process and accountability. We instituted a full sales audit and analysis. Salessaviors developed a tiered and filter sales model. We initiated targeted training by tier and industry group. We then implemented a communication platform and joint compensation plan between tiers. After analysis, Salessaviors defined the need for a direct sales team and an established broker network. We hired and trained this team which became their new “Asset Sales Division.”
Result:	As a result of these changes our client developed a more productive and profitable sales model, increased communication and accountability between tiers, and the creation of an asset disposal division. These changes translated in increased sales by 18% yoy year 1, 34% year 2. Salessaviors newly created asset sales division yielded $4M in sales in it’s first year, $7M in it’s second.

"We found Salessaviors in a time of need. They helped us move back to profitability. As important, they changed our culture and made it a fun place to work again."

Jon Cannella, Managing Director

Client:	Trade Show and Event Company
Need:	Our client faced no new business and a loss of existing clients. Turnover was high, costs were rising while sales were falling. They engaged Salessaviors to understand why. Once understood, our client needed both a strategy and structure to build upon.
Solution:	Salessaviors worked with our client on sales hiring, training, compensation, motivation, process development and accountability setting. Additionally, we executed and in-depth client and market analysis through client scorecard reviews and industry focus groups. With this data, we initiated a targeted marketing strategy with a focus on database development. Salessaviors formed a more effective two channel model. We built a hiring and training platform emphasizing skill set development and time management. Salessaviors initiated a metrics based management and accountability structure. We then developed a compensation plan based around profitability.
Result:	As a result of these changes our client attained a better understanding of their marketplace, established a defined brand identity, decreased turnover, and increased sales. The mindset became one of profitability. These changes translated into a substantial cost reduction: 32% the first year, 20% the second. Salessaviors increased sales: 22% yoy year 1, 26% year 2.

"Having an objective outside influence was critical to our success. Salessaviors provided us the answers and direction we could not find internally. They worked seamlessly with our existing team to execute their plan, giving us our first profitable year in eight."

Dean DaSuta, VP of Sales

Client:	Apparel Company
Need:	Our client suffered declining sales and market share for eight consecutive years. They needed to understand this trend and why. Once understood, they needed Salessaviors to build a client acquisition, retention and growth strategy.
Solution:	Salessaviors worked with our client on market and competitor analysis, sales performance, alignment, compensation, process and accountability. We did in-depth market and competitor analysis, understanding our clients trend and position. With this data, we changed the structure and model. Salessaviors developed four specific channels with an emphasis on enterprise cross platform sales within channel. We developed specific marketing campaigns and training programs by channel: developing an industry first “specialist”. Salessaviors then formed a sales best practice with a focus on process, accountability and measurement.
Result:	As a result of these changes, our client increased the level of skill, knowledge and productivity of their sales team. The changes transformed their market identity from a transactional product company to a knowledge and service company. These changes translated in their first positive sales year in eight years: increasing sales 15% yoy year one, 22% year two. Salessaviors increased sales margin’s 8% yoy year 1, 14% year two.

"The best thing to happen to our company. They produce results."

Bernie Marden, Owner

Client:	Brand Service Company
Need:	Our client was faced with flat sales and drastically declining profitability. They suffered negative EBITDA for four consecutive years. They needed to understand what to change. Our client then needed Salessaviors to build a strategy and structure to ensure profitable growth.
Solution:	Salessaviors worked with our client on market analysis and strategy, operational analysis, sales hiring, training, compensation, structure and accountability development. We initiated a market and competitor analysis to understand the best strategic positioning. Salessaviors re-branded our client’s market identity. We structurally realigned our client’s service offering and infrastructure. We then developed and executed an 18M direct and viral marketing campaign. Salessaviors hired, trained and coached both a regional sales and manufacturer's rep sales teams. We then built team process, accountability and measurement levels.
Result:	As a result of these changes our client repositioned themselves as a complimentary, profitable brand service company. Marketing campaigns increased our clients brand identity and client acquisition rate. Instrumental to their success was the development of a process driven regional and manufacturer’s representative sales team. These changes translated in a cost reduction of 32% first year, 20% second year. Sales increased 20% yoy year 1, 24% year 2. Salessaviors increased EBITDA 42% yoy year 1, 22% year 2.

"Salessaviors takes the time to listen. It was this that differentiated them and led to their success. Their results were exceptional."

Kim Holcombe, CFO

Client:	Marketing Services Company
Need:	Our client, a one time fast track growth company, was faced with declining sales and EBITDA growth. They needed to understand what changed in the market and had to change in their model. Our client then needed Salessaviors to build a strategy and structure to facilitate stability and growth.
Solution:	Salessaviors worked with our client on market analysis and strategy, operational analysis, sales hiring, training, compensation, and structure development. We initiated a market and competitor analysis. With this data, we changed our clients core competencies from project management to direct marketing. We structurally realigned our client’s service offering and infrastructure. Salessaviors developed and executed an multi level marketing communications campaign. We then hired, trained and coached three regional inside sales and account management teams: providing team process, accountability and measurement levels.
Result:	As a result of these changes our client established themselves as a direct marketing firm with defined targeted service offerings. In addition, we provided our client the development and structure of three regional based offices. These changes translated in increased sales 30% yoy year 1, 28% year 2. Salessaviors increased EBITDA 38% yoy year 1, 20% year 2.

"Salessavior's are not vendors, their strategic partners aligned with your goals. If your looking for results, they produce."

I.K. Okobi, Managing Director

Client:	Global Service Provider
Need:	Our client had a fantastic service to offer but did not know how to get started. They were in pure start-up mode. Structure, strategy and direction.
Solution:	Salessaviors worked with our client on deep market and competitor analysis. Salessaviors built a multi office structure over three continents. We worked on office process and integration. Salessaviors developed a market strategy which included: website, messaging, collateral, and database development. We then helped in targeted sales hiring by location. Salessaviors built specific three, six and one year benchmarks to ensure execution.
Result:	As a result of working closely with our client, Salessaviors accomplished all "year one" goals in a very challenging environment. Multi geographic infrastructure and presence, developed market brand and communications, and an established sales presence in each market. Salessaviors exceeded year one sales targets by over $200,000.