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What we realized was that their sales process was driving their reps to generate a lot of activity, but there was no direct connection to results.


Everyone felt busy because they were busy. But the sales process was not generating improved results. In fact, the opposite occurred, as management focused on compliance with the activity-focused guidance embedded in their sales process.


Break-Even Sales Volume

Before deciding which activities to keep and which to eliminate from the sales process, we recommended they first calculate their Break-Even Sales Volume. We provided them the attached Best Practices Discussion Document to help them understand the concept. Once they knew the limits of how much activity was supported by the revenue that needed to be generated, they could then start deciding what to do about each step.


Value Chain Analysis

The way to do this best was to conduct a Value Chain Analysis. The result of this analysis is that they found out which sales rep activities the prospects valued and which ones they did not. Combined with the results of the Break-even Volume analysis, they were able to revise the sales process.


The Impact

The result was a 24% increase in revenue generation over a 12 month period, with no change in the number of reps.




Sales Strategy Tour


Mike Drapeau

Makes data and analysis come alive so clients can understand the “what” and “why” and design solutions that fit the environment.
Mike has led every function at SBI – Delivery, Sales, Talent, and Technology. Now he is a leader for Account Management, Private Equity Partnership, and long-term business development at SBI.


He has personally led over 100 projects for SBI over his decade+ time since its founding in 2006.


This starts by earning trust – of clients, of PE firms, of prospects. Mike obtains this by leveraging deep domain expertise, with more than 25 years in sales, competitive intelligence, sales management, marketing enablement, product management, pre-sales and sales operations. Mike relishes the idea of living in the field. So he does.


As a founding partner, Mike built out SBI’s library of emerging best practices for sales and marketing, which leads to evidence-based solutions, custom-fit to each client. Mike built himself many of the solutions now part of the Revenue Growth Methodology. And whatever he touches gets adopted. This is part of his commitment to making it happen in the field.
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