Project Description

ECA Case Study: Project Staffing

Sales Force Effectiveness Consultant

Industrial Staffing Co.

Atlanta, GA

Post-MBA (3-5+ years)

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Project Details

Client / Situation
  • Our client, a former McKinsey & Company consultant in a large industrial staffing company, was looking to design and implement a standard sales funnel and process model
  • They required a consultant with outside expertise in sales, sales management, process definition, and change management
Objectives / Results Achieved
  • Designed a Client Acquisition and Retention Model to support all business lines
  • Outlined the standard sales funnel and stages within the funnel, and defined the funnel entry and exit criteria to ensure a pure and healthy pipeline
  • Designed a new sales coaching framework to develop the business development managers
  • Defined the required skills and behaviors of the BDMs to meet and exceed their targets
  • Worked with executive management and functional stakeholders to obtain approval and alignment of the new sales operating model

ECA’s Sales Force Effectiveness Practice Lead

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Atta Tarki

Atta has placed numerous Sales Force Effectiveness consultants with ECA clients. He would be happy to discuss your upcoming project and talent needs.


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