Case Study: an office supply/furniture company increases sales by 31% with Sales Xceleration

Creating a Sales Infrastructure Leading to Increased Revenue

Office Supply/Furniture Company, an office supply and office furniture company, had seen declining sales for five straight years and lacked a defined sales process, pipeline tracking, forecasting, clear territories, and shared sales goals. It brought in Sales Xceleration to help build a stronger sales infrastructure and improve revenue performance.

Sales Xceleration implemented a complete sales overhaul by helping hire two new reps, setting weekly accountability meetings, traveling with the team to identify improvements, customizing Salesforce.com for activity tracking and forecasting, redefining territories, and creating a new compensation plan tied to performance. The result was a 31% increase in sales and a 19% decrease in spending versus the prior year, with revenue rising from $4 million to $5.28 million.