The company owner, wanted to bring on a Business development manager to help her grow her business so she was able to focus on the business more than the sales. However, at this moment in time the business didn't have the level of turnover required to support an additional salary. 

 

Our consultants were able to use the information and data that the owner had available to create a sales strategy based on the historical data using a weighted average to forecast the future sales. 

 

The owner tested the metrics over the course of 30 days with weekly catch ups to adjust and develop the systems in use. At the end of the 30 days we added in additional sales avenues increasing the number of sales avenues from three to twelve within sixty days. 

 

By increasing the sales avenues this meant that they had a broader range of data and were able to implement KPI goals for the new BDM role. 

 

By having a strict sales process based on data that could be adjusted by seasons, buying patterns and targeted this means that the client was able to comfortably pay the BDM a higher rate of pay that originally expected because the client was no longer working of a sales by feel basis but rather had the knowledge of what would work.