Challenge: Develop and implement a strategic model to sell into the enterprise space for a company that had previously only served SMB and mid-market.
Services: Fractional VP of Sales. TAM analysis. Sales and account management team structure plan. Product offerings and pricing strategy. Quota and comp planning. Sales targets. Hiring and ramping the team and implementing a daily operational framework.
The Customer Said: "Hit the ground running and accomplished so much in the time he was here. Took initiative right away in leading and challenging the thought process of our team to be more customer centric. We immediately saw the positive effects, not only in revenue, but in the responses from our clients, and we continue to see this."
Challenge: Develop an effective, repeatable, and scalable sales training program to support new hires and tenured salespeople with the knowledge they need to ramp into the role and continuously develop.
Services: Implemented the 6 Pillars of Sales Mastery training model. Audited current training content and created a gap analysis for additional needs. Engaged with subject matter experts from other teams to source content. Implemented a training cadence. Designed a FastStart Boot Camp experience for new hires in two different selling roles. Implemented an LMS to allow all training curriculum to be delivered on-demand.
The Customer Said: "The most effective sales enablement partner I've ever worked with. Venatas helped me enable our team to be more effective in our efforts as we grew our headcount by 3X. They built out a world-class sales training program that helped every salesperson up-level their skills."
Challenge: The customer had recently received a large round of funding and the investors and board was calling for additional operational discipline, scalable processes, forecasting accuracy, and better insight into sales analytics.
Services: Implemented a sales operations plan. Rebuilt a messy Salesforce instance and drove high rigor and adoption. Integrated sales and marketing data to measure full funnel metrics. Invested in and launched a sales analytics system with real-time dashboards and predictive analytics.
The Customer Said: "The list of tools in his tool chest are limitless because of the experience he's had and his undying commitment to serve those he works with. He has a fantastic long-term vision and ability to create strategic plans. Moreover, he's great guiding teams across different departments to execute the day-to-day tactics to fulfill the plan."