A privately-owned software company, headquartered in the UK with offices in the US, Europe, and LATAM, confronted a critical challenge of persistent underperformance within their sales team. After a year of disappointing sales figures, the company acknowledged the urgent need for a significant transformation. This involved formulating a fresh sales strategy, enhancing the capabilities of the existing sales force, and reigniting their motivation to achieve the desired results.
In response, the company embarked on a Search for an interim Sales Director, who could provide the expertise and leadership necessary to guide the sales team back to success. The ideal candidate would possess a proven track record of driving sales excellence, coupled with an in-depth understanding of the software industry.
We undertook a comprehensive and diligent process to identify a Sales Director with the requisite expertise and experience. It was imperative to find an individual who not only demonstrated genuine energy but also possessed the strategic know-how to navigate the complexities involved in rebuilding a sales function.
This involved identifying someone able to discern the appropriate starting point and the ability to swiftly and effectively achieve results.
Following a brief but informative onboarding period, the interim Sales Director executed a comprehensive evaluation of the sales department’s performance, delving into every aspect of its operations. Through an exhaustive “root and branch” analysis, the Sales Director meticulously identified critical areas requiring attention and improvement.
Equipped with the insights from the evaluation, the interim Sales Director swiftly implemented a new sales strategy that addressed the identified key areas. This overhaul produced impressive outcomes for the software company, including increased annual revenue growth of approximately £4.5 million, improved sales activity, establishment of new relationships and key accounts, and a renewed sense of confidence and success within the sales team.
