Education Company

About

A family owned education company focused on the PreK – 6th Grade marketplace.

The Company is dedicated to creating innovative educational materials that spark young imaginations,
instill a sense of wonder and foster a lifelong love of learning.

Objectives

The Client engaged ECS to determine how to turn-around an underperforming sales team
that had just lost it’s best two sales members. Engagement included,
a Fresh Eyes diagnostic, building a strategic plan and execution of the plan.

Phase 1

Define

ECS & Client team – understanding and alignment of executive team goals and objectives.
One-on-one meetings with each remaining member of sales team to determine field perceived issues. Establish lines of communication and management direction.

Phase 2

Measure & Analyze

ECS conducted a Fresh Eyes diagnostic, as well as, one on one meetings to dive deeper into the sales team and organizational pain points that were negatively impacting the company’s ability to deliver new revenue.

Key Stakeholder Sales Process session – discussed and completely re-built sales process,
from lead and customer acquisition to fulfillment of materials.

Phase 3

Develop Strategy

Developed a two-year sales team strategy, that included: growth of sales team, retaining “A” players
and targeting of new business.

All strategies focused on cost of sales to under 10% and a gradual increase of sales team as revenue grew.

Phase 4

Execution

Priorities and processes were established through a comprehensive communication plan to all team members.

Implemented and executed plan for a period of 12 months.

Outcomes

  1. 1Identified and built out mentor network that improved morale, increased knowledge share amongst team and ultimately decreased turnover to 0%.
  2. 2Built and trained large account, strategic approach that improved targeted account penetration by 40%.
  3. 3Delivered YOY increase in sales of 20%.
  4. 4Created new on-boarding process that improved new team member experience and delivered sales results quicker.
  5. 5Re-developed key metrics that changed focus to activity that delivered results.