Accelerant Consultants Creates the Mold for Success

Case Study: Revenue Function Improvement

ISSUE

A mid-sized tooling manufacturer of die cast dies and injection molds  had a sales team of six representatives throughout the Midwest. They had a combination of contract and W-2 sales people with no assigned target companies, revenue goals, go-to-market strategy, no consistent value proposition, no consistency in compensation, and no accountability structure. The result was a sales team which was ineffective, largely serving as account managers, a bloated expense structure, flattening revenues, and a less than optimal valuation.   

ACCELERANT CONSULTANTS’ ENGAGEMENT

Accelerant Consultants was engaged to perform an assessment and make recommendations to enhance the effectiveness of the revenue function and improve the return on the significant investment that was being made in the sales team.  After understanding the organization, the leadership team’s goals and desired outcomes, Accelerant helped the company create job descriptions and Key Performance Indicators (KPI’s) for the sales team, which served as the foundation for an accountability framework. Accelerant also helped redesign the compensation structure to lower the fixed cost, but provide higher incentive for the desired outcomes and helped identify a fact pattern of highly desirable target customers that will be assigned to the team for net new pursuits.

OUTCOME

The company has created a path to lower its fixed cost for sales compensation, while creating additional incentive and the potential for increased sales compensation for profitable, new client conversions.  They have developed a list of companies with which they will build a more desirable customer portfolio, and they are holding their sales team accountable for performance and attainment of assigned growth and profitability targets.  In short, they are now operating with a high level of intentionality, where it did not exist prior to the engagement.

CLIENT TESTIMONIAL

"Prior to finding Accelerant Consults, we were evaluating the options of either completely outsourcing our sales team, or sending them to sales training. Outsourcing would have meant that we lost control of our customers and would have been obligated to pay fees or commissions in perpetuity, and sales training would have wasted our money with no strategy or framework in place.  With Accelerant’s guidance and expertise, we now have a go-to-market strategy and structure in place that will be highly scalable, and we are confident it will drive more incremental sales, better profitability and higher valuation for our company.”   - Owner and President