Problem:
- Develop a disciplined price-setting process
- Amplify sales effectiveness in a merger environment
- Combine two separate sales teams into one cohesive team
- Re-define sales roles and commission structures in a competitive environment
Solution:
- Unify all sources of sales information into Salient’s Margin Minder system
- Realign the sales and distribution functions
- Improve distribution by implementing dynamic routing
- Introduce a price-setting process known as “deal creation”
Results:
- Delivered over $1.25M straight to the bottom line by reducing costs associated with sales and delivery
- Reduced the new product sales execution cycle from 6 weeks to about 2 weeks
- Positioned company for more growth through mergers and acquisitions
