Case Study: a health benefits company generates $4M in new business with Sales Xceleration

Properly Incentivizing to Acquire New Business

Sales Xceleration worked with a health benefits company that had grown to $15 million in revenue but was struggling to win new business. The owner was personally responsible for 100% of new revenue, the sales team was poorly managed and disliked internally, and there was no effective CRM tracking or accountability. An outsourced VP of Sales engagement was brought in to address the broken sales function.

Sales Xceleration implemented a new sales structure, redesigned compensation to better reward new client acquisition, set clear goals and activity metrics, customized the CRM, and held weekly performance reviews. The company saw two new clients acquired within the first 90 days and more than $4 million in new business in the first year, after having come from zero new business the prior year. Three of the four remaining salespeople left, six new salespeople were hired in the first 90 days, and the owner was able to step back from selling and gain better visibility into the pipeline.