Real Sales Results | Finding Sales Success in a Downturn

THE BACKGROUND

A supplier of industrial rental equipment and services to the major US oil & gas producing basins was struggling through a downturn in crude oil prices. Revenue was declining, competitors were stealing top accounts, and the sales department was unequipped to reverse this trajectory.

The company recognized their survival necessitated change, which meant streamlining operations and improving efficiencies in all departments, with an emphasis on sales. So they commenced a search for a trusted consulting partner to assess, improve, and optimize their sales organization.

Sales Result was selected to recommend and implement a Winning Sales Foundation so this client could successfully navigate the downturn.

THE SOLUTION

Sales discovery and audit to identify hidden revenue blockers, and outline a strategic phased approach to fix them

Clearly-defined sales processes for generating new business and managing existing accounts

Key account management strategy, tools, and training to the sales team

Product-specific sales playbooks and training on all product and service groups, pre-and-post-merger

Leadership coaching to all levels of the sales team, from field sales, account managers, regional sales managers, sales operations, and sales leadership

Instilling a sales culture of excellence, built on greater accountability and a hunter (versus farmer) mentality

Operational support for CRM optimization, compensation planning, lead generation and marketing recommendations, sales coverage models, hiring, and more.

Implementation of sales culture across a national sales organization and throughout merger, to ensure lasting success

REAL RESULTS CASE STUDY:
FINDING SALES SUCCESS IN A DOWNTURN

A Oil & Gas rental equipment supplier had huge hurdles: an increasingly-commoditized market, heavy competition, and an industry downturn. Working with SRi, they beat the odds and came out ahead.

THE SOLUTION

THE SALES RESULTS

CLIENT RESPONSE

REAL RESULTS CASE STUDY: FINDING SALES SUCCESS IN A DOWNTURN

A Oil & Gas rental equipment supplier had huge hurdles: an increasingly-commoditized market, heavy competition, and an industry downturn. Working with SRi, they beat the odds and came out ahead.

THE SOLUTION

THE SALES RESULTS

CLIENT RESPONSE

REAL RESULTS CASE STUDY:
FINDING SALES SUCCESS IN A DOWNTURN