Nation’s largest mobile diagnostic service company
Lackluster sales program refocused into a growth driven industry leader
A $60MM national mobile diagnostics firm hired us to jump-start stagnant sales performance. Year over year growth had stalled and the new investors wanted to see significant improvement in organic sales growth.
The country's largest mobile diagnostic company struggled with flat sales for three years in a row. Our client
had to show significant improvement in organic sales growth to attract Private Equity investment. They hired The 200% Company to conduct a complete sales transformation without disrupting production.
In year one, The 200% Company took over the role of Interim National Sales Manager to implement structural and performance improvements.
We established a centralized sales leadership function to direct the performance of five regional sales managers, a national accounts team, and a sales team of 50
We introduced a new selling model, concentrating teams into New Business producers and Account Management cultivators
We developed sales performance metrics, introduced performance management and accountability processes, and introduced management reporting tools
We restructured the commission plan to drive and reward more consistent, aggressive sales production
We launched marketing and customer outreach campaigns to address past performance issues and improve customer perceptions of brand reliability
The 200% Result
Our turnaround program achieved 125% of the company's new business growth and revenue goal. We reduced client turnover by 25%. The 200% Company devised a strategy to continue aggressive sales growth for the next four years. From 2006-2010, revenues increased from $60MM to $250MM.