Pacific Northwest IT Staffing Firm Diversifies Account Base, Gains Pipeline Visibility Through Sales Training & Sales Transformation

About The Client

$40M IT staffing and professional services organization with multiple locations focused on providing both IT staff augmentation and managed services (project deliverables and service level agreements) was struggling to open new accounts and experiencing flat sales.  Core competencies include business process outsourcing, project and program management, application development, mobile development, business analysis services and infrastructure consulting services.  

The Business Challenge

The leadership team approached Menemsha Group with the following goals and objectives:

  • Introduce an intense sales training program to diversify the account base and mitigate business risk (over 80% of revenue was coming in from one key client)
  • Implement a repeatable and scalable sales process and sales methodology for all reps to follow
    • Seven sales reps selling seven different ways 
    • 80% of the revenue coming from one account manager  
  • Operationalize a sales management system to effectively drive the desired sales behaviors
  • Gain pipeline visibility and accurately forecast sales revenue
  • Implement a new hire sales training and onboarding program to improve the sales effectiveness and performance of the sales team (sales team was closing 23% of all sales opportunities)
  • Train all new hires consistently on the new sales process and sales methodology and be able to track training engagement while tying training performance back to business results

The Menemsha Group Solution

Menemsha Group began the project with an in-depth customization process including in the field research, surveys and interviews and an evaluation of the existing sales operating systems and processes.  Workflow, training and execution deficiency gaps were identified and solutions to remedy the gaps in order to achieve the desired business goals were mapped into an overall project plan.  Menemsha Group:

  • Led and facilitated the creation of a cross functional change management leadership team
  • Led and facilitated the overarching change management plan to communicate and sustain the changes
  • Designed and implemented a scalable and repeatable sales process
  • Designed the functional configuration of Microsoft Dynamics CRM
    • Mapped the sales process workflow into Microsoft Dynamics CRM
    • Configured elements of the sales methodology into Microsoft Dynamics CRM
    • Designed the functional configuration of the sales metrics reports, KPI’s and dashboards
  • Applying the Menemsha Group sales metrics and sales management methodology, implemented a sales management operating model
  • Designed and deployed an online cloud based learning management system for all sales reps to consume training on their newly defined sales process and sales methodology
  • Created all job aids, scripts sales playbooks, use cases (role play scenarios) and quizzes
    • Created training reports and analytics to track user engagement and adoption of the sales training content and course curriculum
  • Provided reinforcement sales coaching to drive the desired sales behaviors and adoption of the sales process and sales methodology

Business Results

Within the first three months of training and go live with the new sales process our client has:

  • Increased the number of new accounts opened by the sales team
  • Increased the number of new opportunities (job orders) from new accounts
  • Improved accuracy with identifying & qualifying opportunities
  • Improved and Increased lead conversion and qualification
  • More productive sales conversations
  • Rapidly hired & trained new hires all the same consistent way
  • Shorten the time it takes for new reps to sell at the same proficiency as tenured reps
  • Improved visibility into their opportunity pipeline and can forecast revenue with confidence