Case Study: Calibration Manufacturing Company achieves 12% new business in 90 days with Sales Xceleration

Establishing Sales Processes to Turn a Company Around

Calibration Manufacturing Company, a $1.8 million calibration business, was struggling after a major vertical market decline, falling annual sales of more than 10% for several years, and weak internal sales discipline. With no sales goals, poor follow-up on leads, and friction between sales and engineering, the company was losing revenue and margin. Sales Xceleration stepped in with an outsourced VP of Sales service to help identify and address the root causes of the downturn.

Sales Xceleration replaced underperforming sales leadership, hired a new rep, set corporate sales goals and quotas, refocused the business on a new vertical market, and created a formal sales process that improved collaboration with engineers. The results included 12% new business within 90 days, higher margins from the new client focus, faster turnaround times, and better visibility into execution issues. Sales Xceleration also helped the owner regain confidence and reduce the need to be involved in the business every day.