$200M Business-to-Business Media and Information Company


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


  • 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