The Challenge
Stagnant revenue for 3 consecutive years. A fragmented sales team with no defined process, poor pipeline visibility, and no accountability structure.
The Approach
Redesigned the entire sales pipeline from prospecting to close. Introduced a Key Account Management programme for the top 12 customers. Deployed a structured coaching programme for the 18-person sales team.
The Outcome
Revenue grew 62% in 18 months. Sales team attrition dropped from 40% to 8%. Three new enterprise accounts were onboarded in the first year.
Takeaway
Revenue stagnation in this case had nothing to do with the market or the product. The constraint was a sales team without process, pipeline discipline, or coaching. Once those were in place, growth followed.