Case Study: Heating & Cooling Company achieves 9% growth and a 30% shorter sales cycle with Sales Xceleration

Increasing Growth & Reducing the Sales Cycle to Improve Performance

Sales Xceleration worked with Heating & Cooling Company, a 20-year-old HVAC business that was struggling with slow 3% growth, sales territories spread across the state, an operationally strong but sales-inexperienced new CRO, and a CRM that was not fully integrated into the sales process. The company needed better tools, processes, and leadership support to improve sales execution and build a stronger sales culture.

Sales Xceleration provided outsourced sales leadership and helped re-map the handoff between inside sales, outside sales, and finance, redesign and train on the CRM mobility app, institute regular sales meetings, improve reporting, coach the new CRO, and support budgeting and forecasting. As a result, Heating & Cooling Company increased growth from 3% to 9%, reduced the sales cycle by 30%, improved team morale and sales focus, and had a CRO ready to take on full strategic and tactical sales leadership after four months.