Client Company: Privately Held
Industry: Manufacturing
Size: $75m annual revenues

The Business Situation

The Client Company is a 50+ year-old family-owned entity that has built an industry leading reputation in contract manufacturing with some of the largest and most admired companies today: Motorola, Dell, Nokia, Boeing, Rockwell, Baxter, Hewlett-Packard, & Stryker, to name a few. The average home in North America has 16 products of which the client company has helped produce.

Market shifts, primarily due to globalization, caused declines in domestic sales for many key customers, which has been reflected in client company sales. The sales force, at that time, was predominately manufacturer’s representatives focused on the electronics industry, supplemented by direct sales representatives who were focused on geographic territories. After decades of growth, the company was on a downward trend & forecasts predicted a similar trend.

The OneAccord Solution
The focus was on where the client company should make changes to align strategies with the shifts in the marketplace in order increase revenues. Several members of the OneAccord staff were involved where their experience complemented the respective phase of the project. Several initiatives were presented to help the client company grow profitable business domestically. OneAccord provided the various skills that were needed and consistency in the initiatives through the year-long engagement.

Engagement Highlights

• Initiated and executed annual territory goal setting process based on available market and product line.
• Shifted to industry versus geographic focus for sales coverage. A sales & marketing effort aligned to geographies versus the specific messages, processes, and buying patterns needed for identified vertical markets was a major strategic shift in the revenue strategy of the business.
• Began tracking and supporting target opportunities throughout the entire organization. Quotas were initiated, where previously they were not in place and resulting accountabilities were implanted.
• Implemented and refined 30-60-90 day forecasting process.
• Conducted sales skill and industry training for entire sales force. First was the moving of a team from a geographic coverage model to vertical markets. Following was the development of a demand generation strategy versus the historical response to just the RFP/RFQ process.
• Developed job scoping and descriptions.
• Implemented performance metrics for each market, by sales team. This included both the direct & manufacturer’s rep groups.

Results
Quotes from executive sponsor at the client company:

“We have much stronger sales operations to support our goals and drive growth.”
“The appropriate processes and accountability are in place to execute effectively.”
“Initiatives were implemented fast, to move towards alignment with our goals and objectives.”

The OneAccord Partner continues to engage with the client company in an interim sales leadership role.