In a strategic move to capture the Scottish market, this company embarked on an expanding software sales strategy for its SolidWorks technology solutions.

Company Profile

The company specialises in delivering software solutions for manufacturing and product design customers, offering cutting-edge SolidWorks technology. With a customer base ranging from global corporates to individual designers and contractors, it provides comprehensive support and training across the UK.

CEO’s Mission

Spotting a significant opportunity for growth in Scotland, the CEO aimed to challenge the market dominance of a local SolidWorks reseller. The CEO’s plan involved appointing a dynamic Sales and Sales Management leader (CSO) to proactively capture market share, open two new offices, establish a sales and technical support team, and develop a local full-service training facility.

CSO’s Objectives

  • Manage the Scottish P&L and oversee day-to-day business operations.
  • Redesign and swiftly implement a regional business strategy.
  • Recruit and train a sales team to operate within the new sales framework.
  • Appoint a technical and training team to support sales efforts.
  • Secure locations and equip two new offices to facilitate operations.
  • Cultivate an exciting culture to drive exceptional results.

What The CSO

Provided Leadership And Pro-Active Focus

The CSO, took immediate action to secure and expand the customer base. They initially recognised the need for a significant upgrade in activity and professionalism. Implementing a repeatable and trainable sales process was crucial, alongside building a team and infrastructure that supported the expanding software sales strategy.

Designed And Delivered A Sea Change In Performance

With the team and infrastructure in place, the CSO focused on skill-building and accountability. They also focused on cultivating a culture of performance, activity, and fun. Implementing comprehensive training across the board, including Sandler methodology in customer support, was key to enhancing overall performance.

Day-To-Day Management Of The Business

Embracing a player/coach role, the Director ensured exceptional performance. This was achieved by adopting a common language of MEDDIC and the Sandler Selling System. This approach tightened activity management, improved forecast accuracy, and ensured efficient use of resources. The expanding software sales strategy led to a healthy qualification of potential opportunities and significant growth in the tough Scottish market.

The Results

  • Implemented regular local customer user group meetings, a real value-add over the incumbent competition. 
  • Delivered a local customer training facility, a critical selling point for expansion. 
  • Successfully developed bottom line annual closed business of greater than £2.5m, a 10x uplift from before the Sales Leader appointment.  
  • Successfully secured £1m investment to support a new business plan. 
  • Delivered the company’s UK top-performing sales region, with every salesperson exceeding quota, previously quota had never been achieved in the Scottish Region   
  • Improved customer satisfaction during transformation and beyond, creating an engaged user community, and an increasing USP over the complacent incumbent competitor.
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