A national nonprofit focused on sustainable green initiatives for new and existing buildings had gone through several leadership changes in the three preceding years. Sales were lagging, and the Board of Directors decided they needed to focus on generating more sales from existing services.
The new Executive Director contacted 19 Oaks to guide her through the sales management process and effective management of her sales person.
Here’s what we accomplished:
We helped the Executive Director set goals, implement changes in process, and exceed the expectations of the Board. This gave the whole organization:
How it impacted each person on their team:
The Executive Director now understands the sales operations process and buyer journey in the organization. Roles and responsibilities are defined, sales expectations are clear, and CRM rules of use was vented and implemented. The Executive Director is now able to meet the Board’s expectations for her role.
The Sales Administrator was given a new title and role to coach to the sales staff via the CRM and communicate sales results. He is more confident and secure in his role.
The Sales Professional has clear goals and sales expectations. The CRM will deliver weekly reports, and the sales administrator have a weekly one-on-one call to assure compliance.
The Office Manager understands the impact of the sales pipeline. The CRM rules have provided a positive impact on the operational side of the business.
The company’s employees are engaged in the marketing and sales process and understand their role in the buyer’s experience and new customer acquisition.