Accomplishments / Sales
Raised Margin and Order Value While Cutting Training Time 3+ Weeks
- Company
- Sportbike Track Gear
- Role
- Sales Manager
- When
- 2007 – 2008
- Category
- Sales
Problem
A three-person sales team responsible for $4.2M in revenue needed a repeatable sales approach and a faster way to bring new associates up to speed.
Action
Developed a sales strategy for the associates, ran quarterly training seminars with current and new vendors, and built a training and shadowing program for new hires.
Result
Gross profit margin rose 2.3%, average order value rose from $199.26 to $226, and new-associate training time fell by 3+ weeks.
What I did
- Sales strategy. Developed a sales approach every associate could follow.
- Vendor training. Ran quarterly training seminars with current and new vendors so the team knew the products.
- Onboarding. Built a training and shadowing program for new sales associates.
Results
| Team revenue | $4.2M |
| Gross profit margin | Up 2.3% |
| Average order value | $199.26 to $226 |
| New-associate training time | 3+ weeks shorter |
Promoted to General Manager the following year, where the business grew from $8M to $21M+ in annual revenue.