Case Study

Leading apparel manufacturer accelerates sales cycle

Apparel manufacturer offering high quality custom apparel design, production, manufacturing and distribution

Impact​

Increased ability to forecast sales (+50% increase in accuracy) and reduction in sales cycle length by 35%

Issue

The client had a sales team that struggled to maintain consistency in its sales process and poor pipeline management, resulting in lost deals and an inability to accurately forecast sales.

Approach

We conducted an end-to-end assessment of the client’s sales process, involving interviewing key sales team members, key customers, and management, as well as a full analysis of its CRM and sales data. We identified key gaps in its sales cycle that created inefficiencies, as well as implemented increased discipline around data entry, weekly performance review, and follow-up processes. We also re-configured its CRM to improve data capture and hygiene, as well as enhanced management reporting.

Outcome

This increased discipline and accurate data reporting allowed sales teams to instantly prioritize key deals and apply a consistent sales process to move deals through their funnels. Better data hygiene and process adoption allowed management to greatly enhance their ability to forecast sales on a monthly and quarterly basis.

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