Case Study: a construction company sets sales records with Sales Xceleration

Setting Sales Records by Creating a Defined Sales Structure

Construction Company, a 16-person construction industry business with 16 years in operation, turned to Sales Xceleration because its sales function lacked structure. The team had no defined sales process, no effective commission plan, weak territory alignment, limited opportunity management, no CRM usage, and an unclear brand message and USP.

Sales Xceleration implemented a defined sales strategy and process, created a sales story and playbook, installed Salesforce CRM, built metrics and dashboards, set up a sales meeting and 1:1 structure, and developed compensation plans tied to KPIs. The results included setting a sales record in the first full quarter of implementation, retaining the top salesperson in a hunter role, strengthening sales infrastructure, and projecting a $3 million revenue increase over three years, from $3.5 million to $6 million.