Case Study: a food manufacturing company boosts sales readiness and sells for more than expected with Sales Xceleration

Preparing for Sale to Private Equity Firm

Sales Xceleration worked with a food manufacturing company that had been in business for 60 years and was preparing to sell to a private equity firm. The company lacked the infrastructure and sales processes needed for growth, and its sales team resisted management, avoided accountability, and focused only on existing clients instead of prospecting new business.

Sales Xceleration helped the company hire a VP of Sales, add sales resources, build a lead generation plan, implement Microsoft BI dashboards to track KPIs and commissions, create a proactive sales process, and establish a CSR/inside sales group for lead qualification and distribution. As a result, the sales team became more proactive and engaged, new business was driven by a variable compensation plan, and the company was sold for more than expected while retaining the sales infrastructure needed to support continued growth.