Case Study: a lab equipment/microbiology technology company achieves 25% sales growth with Sales Xceleration

Building a Field Sales Strategy to Attain Growth

Sales Xceleration worked with a lab equipment and microbiology technology company that had been in business for 15 years and was struggling with sales executive turnover, an inside-sales-only approach, and no real field sales experience. The company wanted help from an outsourced VP of Sales to assess its sales operations, support hiring and coaching, and build the right structure for growth.

Sales Xceleration conducted a market analysis, established a stronger sales process, coached the team on higher-value sales activities, set quotas, and made operational changes to distinguish inside sales from field sales. As a result, the company created a realistic forecast, hired new sales talent, and achieved 25% sales growth, with every salesperson exceeding quota for the year.