A start-up with deep industry knowledge and a talented young business development leader needed to build a pipeline and client base for its commercial real estate financial services business. The team wanted to create a repeatable and scaleable sales process and rapidly grow the development team and pipeline.
The work needed to be accomplished very affordably; like most entrepreneurs, they had limited cash flow and even more limited discretionary spending. And the work needed to be completed quickly if they were to be able to keep pace with market opportunities.
I joined as a consultant and together with the development leader and a newly-hired sales operations manager, we designed and mapped sales processes; selected and implemented a cloud CRM solution from CampaignerCRM; imported relevant pipeline metrics from a primary industry source; and created a complete sales operations process and reporting environment — within 90 days. (In fact, the crm was fully operational within six weeks of selection.) In addition, the team created a broad sales training reference manual as a resource for new salespeople.
As a result, the business development team has grown from one to three and the business’ pipeline for its new year is on pace. Our continuing relationship will build upon these processes, analytics and quality foundation – and the business has a strong framework to begin with.
