Working With Executives to Implement New Software and Strategies to 2x Locations in a Year

I collaborated with the National Director of Sales to help a retail chain double their locations in one year.

They eventually grew to be the largest chain in their industry.

We were involved in the early work, when they had 11 locations.

An outside sales program was a completely new concept to the organization, but legislation had opened the doors to a much larger opportunity.

We built out the CRM on Zoho, but had to work with their pre-existing ops team to ensure new salespeople integrated into their workflow properly.

We also had to ensure we maintained an extremely high level of customer satisfaction, as our Colorado growth needed to be replicated in California.

We created an operational workflow, plus service-level agreements to ensure everyone met their duties to the customers.

As an outside salesperson, I brought in referral business early.

I also cold-called in-person and formulated a solid pitch.

This positioned us to codify operations for accounts brought in without any notice.

The items were so heavy, that shipping them was cost-prohibitive.

What made the most sense for all parties was to leverage delivery Sprinters as soon as possible.

This worked well for consumables, which was our focus for acquiring new business.

It also allowed us to shop distributors for bigger-ticket orders to be as competitive as possible.

We pulled all the government data we could to create the TAM and territories for outside reps, maximizing our opportunity.

I organized this for CO, NV, and areas of CA.

Colorado was the main priority, with Denver being the central focus.

1. A CRM packed with every commercially licensed person in 3 states the company was targeting
 
2. A tailored and cohesive workflow between sales and retail ops, preventing burnout and mitigating error
 
3. New relationships the organization could grow with, especially in their primary markets
 
4. A plug-and-play gameplan for territory segmentation, lead identification, and account planning during expansion
 
5. A replicable set of SLAs, sales ops procedures, and lead generation that positioned the commercial side to scale
 
6. A partnership with a national powerhouse in their industry to support expansion in all regions

The organization went on to grow to over 40 locations in 7 states in the next few years, leading the pack in their space.

Reach out if you'd like to learn more about how we positioned this organization for replicable growth and client retention.