CASE STUDIES: TELECOMMUNICATIONS

Client: Fledgling Switch Provider (less than 2 years in business, one office with 6 reps producing less than $500k per month in lease contracts)

Challenge:  CEO had dreams of growing to $40M per month within 36 months but needed better ROI on a per-rep basis to organically grow sales force.

Solution: Introduced Selling In Reverse methodology, first as it applied to Sales, then as it applied to Leadership; Provided On-Site Management while improving sales scripts, addressing shortcomings in Sales Training, Accountability and Motivation & Incentive Systems.

Result:  After improving existing sales script and implementing skills-based Sales Training, sales in original NYC Metro office increased from 3 contracts per month valued at approximately $10k per contract, to 6 contracts per month averaging $20k each.  Proceeds from increased sales revenue were used to organically grow sales team and add new offices.  In Washington, DC office, we implemented new systems for Accountability, leading to further increases in sales productivity up to 8 contracts per rep per month, averaging $25k each.  Organic growth continued nationally.  In the Miami Metro Office, we unveiled the Motivation & Incentive Systems., inspiring reps to sales in excess of 10 contracts per month, averaging $30k each.  With 24 months, we had organically grown their business to 33 cities and monthly sales in excess of $90,000,000.  Ownership decided to enact one of their exit strategies, liquidating assets and walking away with over $200M in cash.  It was one of most successful and lucrative accounts, commanding 7-figures in fees.