Growing Sales

In mid-2009, Russ Warner and his team from SageCreek Partners were hired to manage the Latin America region for a $160M software company.  Sales and business in the region were historically flat and a new and better strategy was needed to accelerate business.  Russ and his team devised a unique business approach to ramp up to results quickly.  In essence, three experienced and best-of-class sales leaders, including Russ Warner (headquarters), Marcelo Lava (Brazil), and Victor Giles (Mexico), were put to task for the cost of one full-time equivalent headcount.

By year end, the Latin America Region had achieved 146% of its Revenue Quota in Q4 2009.  This achievement was best in the world.

Russ, Marcelo, and Victor cultivated a performance-driven culture amongst local sales teams and improved forecasting and implemented SMART goals and business plans.  They did some minor reorganizing of the sales team and territory assignments to improve productivity.

Other achievements included recruiting and engaging new partners, including top integrators in Mexico and Brazil, and engaging alliance partners such as Lenovo and Dell at strategic contact levels.  To improve sales operations, Russ was able to get a change in Finance policy to establish lines of credit for all local resellers.

Four customers were identified and success stories were written on their business successes using the company’s software.  Russ engaged two new public relations agencies to increase visibility, brand, and momentum in the region.  At the same time, the team evaluated expenses and a lease on office space in Mexico City was converted to a virtual space for an annual savings of over $10,000.

The results mentioned were obtained in the first few months of the engagement with SageCreek Partners.

“I have high expectations of what can be accomplished in the next eighteen months.  Russ has a two-year plan already mapped out that includes some very cost-effective plans for expanding our partners and sales in other countries in the region.”  — Rick M., VP Americas Sales