Sales growth had stopped at Operative Media, a provider of ad management technology and consulting to media firms. When company leaders looked at the problem, they discovered that many opportunities entered the sales pipeline and sputtered out before closing.
Operative tried to get more information and hit a brick wall. An inconsistent sales process at the company meant that sellers did not have a clear path to engage leads, track progress, and close deals. The casual approach had undercut sales and made it nearly impossible to gather good data and diagnose problems.
“We wanted a sales methodology that would give our sellers confidence and unite the team to move forward as one unit,” said Ayuma Sangale, Sales Operations Manager, Operative.