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CASE STUDIES

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The Situation

In recent years, cross-selling conversion had been decreasing across the inside sales team.

Our Approach

After listening to the sales calls, interviewing reps, and analyzing the data, we recommended creating a separate sales team to handle the inbound calls to focus on cross-selling.

Their leadership were open minded, and willing to invest the resources to implement this change of internal structure and strategy.

We developed a training program for this new team, trained them prior to launching, and coached them through the initial launch months.

Results

Cross-sell conversion ratio increased from 11% to 20% within 3 months.

Through this initiative, an entry-point role was created which provided a talent supply for the other more advanced sales roles at the company. The career progression and development opportunities have led to more engagement across the sales team.