Citrix Online
The category growth leader in Web conferencing
The Challenge: Citrix Online already had an inside sales team of 60 reps when they called in Phone Works to help them accelerate productivity. They asked us to assess their sales model and strategy, with a goal of increasing revenue while reducing costs. Right up our alley!
The Solution: Based on our assessment and recommendations, we implemented the following changes: restructured the inside sales team with more clearly defined roles and responsibilities; implemented a hunter and farmer approach, as well as structured targeted prospecting 2.0. We defined and implemented a call/email/social model; rolled-out and trained the inside sales team; and drove results based on activity and key performance indicators.
The Result
- At the end of year one, sales were up 12%
- Team productivity was up 15%
- Headcount was down 17%