The client was a forward-thinking organisation specialising in employee wellness programs with a strong focus on mental health solutions. As a pioneer in their niche, they aimed to deliver impactful mental wellness services to corporate clients. However, being a relatively new concept in the industry, the organisation faced numerous operational and strategic challenges. They aimed to achieve a specific turnover target within two years, starting from scratch.
Despite having a team of qualified counsellors to deliver services, the company encountered several obstacles that hindered its growth:
The sales team experienced frequent turnover, making it difficult to build consistency or momentum in client acquisition.
Employee retention issues extended beyond the sales team, creating a volatile work environment and impacting morale.
The absence of standardised sales operations and performance management processes resulted in inefficiencies and lost opportunities.
Without clearly defined systems, the leadership team was heavily involved in day-to-day operations, leaving little bandwidth for strategic decision-making.
There was no framework to identify or onboard the right talent for key roles, particularly in sales and leadership.
Recognising the need for a holistic intervention, Groval Eulers partnered with the client as an integral part of the management team to revamp their sales ecosystem.
Designed comprehensive sales structures with transparent workflows, performance benchmarks, and accountability measures.
Implemented a robust performance management system with incentive structures and review mechanisms to motivate and align the team with organisational goals.
Partnered with the company to identify the skill sets required for business acquisition and retention roles, including the critical position of Sales Head.
Introduced a targeted recruitment process to bring in experienced professionals capable of driving results.
Collaborated with delivery teams to foster a sales-friendly culture within the organisation.
Facilitated cross-functional leadership training to ensure seamless communication and alignment between sales and service delivery.
Introduced systems that reduced operational dependency on the leadership, enabling them to focus on strategic initiatives.
The multi-layered intervention delivered transformative results:
A more vigorous recruitment process and performance management system led to the formation of a stable sales team with reduced attrition.
Newly established workflows and review mechanisms enhanced the efficiency of sales operations and improved client acquisition rates.
The management team could redirect their efforts toward long-term strategic planning by minimising the need for direct involvement in day-to-day operations.
Within two years, the organisation met its ambitious turnover goal, establishing itself as a key player in the mental wellness industry.
Structured processes and frameworks are critical for reducing chaos and creating scalable growth.
A sales-friendly culture within delivery teams significantly improves client satisfaction and retention.
Investing in the right people for roles ensures better business outcomes and team cohesion.