From declining sales productivity to hitting their biggest month ever
Jimmy Speyer
VP of Sales
Training is a constant mindset here. And it’s paid off: We do regular process trainings, role-plays and coaching sessions. Lots of things all adding up to a 360-degree view of our constant improvement plan.
Transformation:
Growth stagnation to growth acceleration
Situation
Restaurant365 provides accounting and back office software for restaurant operators.
Pain
Revenue was doubling year over year, but sales productivity was starting to decline. They had an enthusiastic sales team, but experience levels varied across the team, and there was no proper sales process to support the necessary growth and drive toward ambitious growth targets.
Impact
After conducting an assessment, designing an updated sales process/sales playbook, and running strategic selling training for all AEs, VP of Sales Jimmy Speyer and his team were able to double their services multiple from the previous quarter, achieve 2x average value for new customers compared to the previous year, and hit their biggest month ever in new MRR.
