$200M Business-to-Business Media and Information Company
Situation
The CEO and private equity owners commissioned a project to enhance the effectiveness of company’s industry-leading sales force comprised of over 120 professionals
AOP Approach
Formed Sales Force Effectiveness (SFE) Team composed of senior leadership from all five divisions
AOP conducted a 6-week diagnostic across all divisions focused on sales strategy, processes, organization, compensation and performance management
“Charters” were prioritized by SFE Team, presented to executive team, and implementation teams mobilized
Results
Implemented revenue-generating initiatives including an expansion of inside sales force, systematic cross-selling of products and the establishment of a Corporate Sales team
Sales performance management dashboards were created for all divisions
