Case Studies
CUSTOMER SUCCESS
Revenue Growth & Sales Organisation Strategy
One of SA's largest unlisted companies
32% Increase in volume and 60% increase in gross profit year-on-year.
CHALLENGES SOLVED
- Faced with a deteriorating market in a struggling sector, Macsteel needed to find solutions to grow its market share.
World-leading manufacturers and suppliers of formwork and scaffolding systems
34% Revenue growth opportunity identified
CHALLENGES SOLVED
- Difficulty achieving revenue growth and improved EBITDA in the midst of a flat economy and shrinking construction sector market space.
A leading managed IT services provider with a national footprint
20% Acceleration of growth goals
CHALLENGES SOLVED
- Identifying a clear pathway to simultaneous revenue growth and operational efficiency.
A leading auto component manufacturer, headquartered in Germany
240% revenue increase in 6 months (product focus)
CHALLENGES SOLVED
- Acquiring new markets
- Acquiring new customers
- Improving Sales Force efficiency.
One of SA’s largest unlisted companies
Volume increase of 7.4% resulting from customer segmentation and new channel development
"Macsteel is an established organisation operating in a mature, competitive industry.
RevenuePartners assisted both myself and Macsteel in moulding our Sales Organisation into a far more focused and disciplined area of the company. This has allowed us to galvanise and accelerate our change processes to achieve our long-term strategic objectives.
I would highly recommend RevenuePartners to companies that need to refocus their Sales Organisations to build new differentiators in competitive markets."
– MIKE BENFIELD: Group CEO, Macsteel
CUSTOMER SUCCESS
Customer Engagement Process Design
SA’s largest online automotive marketplace (a Naspers company)
Double-digit growth p.a. for 5+ years
CHALLENGES SOLVED
- Sales Reps were ‘order takers’ and lacked the ability to communicate value
- Due to not understanding the value proposition, buyers often defaulted to lower-price competitors
- Sales Reps were each following their own selling processes with varying degrees of success.
A leading online e-recruitment service provider in SA
52% decrease in deal loss ratio; 23% increase in turnover; 155% improvement in average order value
CHALLENGES SOLVED
- Inaccurate forecasting by Sales Managers
- Wasted time and resources spent on the wrong clients
- Inability of Sales Reps to articulate PNET’s value proposition to position and differentiate against competitors.
CUSTOMER SUCCESS
Scientific Hiring & Development Tools
One of SA’s foremost Out-of-Home Media specialists
Worst-performing business unit (BU) transformed into top-performing BU
CHALLENGES SOLVED
- PMG had struggled to attract and retain Sales Reps with the correct ‘competitive sales DNA’
- As a result of constant Sales Rep churn and missed revenue targets PMG was on the verge of shutting down its Activations Division (the worst-performing business unit in the Group).
A leading provider of solutions that automate medical practices
Higher sales revenues achieved, without increasing the sales headcount
CHALLENGES SOLVED
- No tool in place to scientifically assess candidates’ suitability to roles requiring strong skills in competitive selling environments.
CUSTOMER SUCCESS
Up-Skilling Frontline Sales Managers & Reps
A leading Namibian financial services group
Doubled projected revenue growth
“I firmly believe as a result of the training and the way of working kick-started by this whole
culture of change through the training; where we were expecting growth of 3 to 4% our growth has doubled.
We are back up to 8 to 9% year-on-year which under the circumstances is actually
pretty good, and we’ve increased our market share.
The intervention helped us start hunting for the correct business... more quality business; you never disregard any business but sometimes you have to focus on where to get ROI."
– RIAAN VAN ROOYEN: Head of Sales, Retail Banking, Bank Windhoek
A leading provider of solutions that automate medical practices
Predictable sales pipelines and forecasting accuracy improved to 90-100%
CHALLENGES SOLVED
- Building predictable sales pipelines with accurate forecasting
- Equipping Sales Managers with the ability to both manage and lead their teams
- Reversing performance-related issues and obtaining consistent results from the Sales Force.
A global leader in crane rental services and engineered transport
Tripled sales funnel & improved target achievement across the team
CHALLENGES SOLVED
- Sales Reps had become dependent on revenue generated by long-term contracts
- Sales Reps needed to be up-skilled to transition from Account Management roles to Competitive Selling roles to hunt for new business
- Sales processes and structures were lacking, and Sales Reps were not focusing sufficient time and effort on revenue generating activities.
TomTom (now Webfleet) provides leading vehicle-tracking & fleet management software
Big deal that had previously been stalled for 6-months, closed within 2-weeks of intervention
CHALLENGES SOLVED
- Sales Reps were able to secure first meetings with prospects but battled to connect with the correct stakeholders and maintain momentum in progressing deals to the closing phase.
