Case Study: a specialty electrical component distribution company reduces sales costs by 60% with Sales Xceleration

Aligning Management with Sales to Reduce Sales Costs

Sales Xceleration worked with a specialty electrical component distribution company that was struggling with an inefficient, reactive sales organization. Management and sales were misaligned, there was no CRM system, commissions were unrealistic, and the company lacked clear metrics, KPIs, and sales leadership.

Sales Xceleration assessed both management and the sales team, identified the misalignment, and helped restructure the organization with clearer roles, an inside sales team, target accounts, and a more proactive outside sales strategy. They also added shopping cart functionality with real-time inventory and established metrics and KPIs, which helped reduce cost of sales by approximately 60% while increasing year-over-year sales.