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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 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 

THE SALES RESULTS

increase-sales
Client saw a 75% improvement in  units being rented due to value-based sales training.
customer-retention
100% of lost customers were won back using Account Management strategies.
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Client exited the downturn stronger than before, and prepared for rapid recovery.
expanded-market
Merger with another industry powerhouse formed a dominating single-source supplier.
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Working with Eric Morse and his company, Sales Result, was one of the best decisions we made when creating a sales culture at [our company]. Their deep expertise in sales, account management, and sales management was evident from the moment we met. Sales Result facilitated the redesign of our sales organization as we merged two companies... and most importantly, worked with us through a downturn so we were ready for market recovery. I recommend SRi without reservation.

- VP, Business Improvement