Case Studies
Over the years we've helped hundreds of clients increase revenue through online
sales, outsourced sales recruitment and management, and lead generation. Following
is a sample of how we've helped.
XploreNet
Sales Recruiting and Management Outsourcing
Background
XploreNet, Inc. is a Denver-based custom website design and development firm. Due
to the high quality of their deliverables and satisfied clients, XploreNet has always
excelled at growing its customer base from referrals. In 2004, the company decided
to start a new business growth initiative by expanding sales with the development
of an inside/outside sales team.
Problem
Previous attempts at hiring salespeople had poor results, and averaged a 20% success
rate with recruited sales hires – a typical average. XploreNet did not have a sales
specific recruiting and managing process, and hiring sales recruiters did not increase
the success rate. Furthermore, they did not have a new sales hire training process.
Solution
XploreNet outsourced the recruiting, training and management of a sales team to
Smeester International. Our scientific sales specific recruiting process, designed
to eliminate unqualified candidates well before interviewing, delivered highly qualified
sales candidates suited perfectly for each position. Upon hiring the sales person,
we then developed a customized 90 day, activity based ramp up period for the new
sales hires, effectively making them profitable in the shortest amount of time.
We then developed a management system for the sales team that made sure each salesperson
continued to make quota and be a valuable, and profitable, member of the XploreNet
team.
Results
Through our recruiting process, we were able to provide a sales team with sales
predictability greater than 90%. With few exceptions, the sales team consistently
hit increasing, profitable quotas. Also, because XploreNet committed to this level
of sales recruiting, training and management, the firm became known as a great sales
organization and attracted better and better sales talent and turnover dropped to
a historic low.
Planet Urine
Online Marketing and Sales
Background
In 1997, Planet Urine was a Denver-based full service, on-site carpet cleaning company.
They had identified a unique niche (pet owners with urine stains and odors) and
a unique product (a dry powder that absorbs pet urine stains and odors) as well
as a solid brand.
Problem
The ownership was seeking ways to increase and scale revenue and an option being
considered at the time was to expand the full service operation in the Denver market,
and subsequently in other regional markets in major cities. However, Planet Urine’s
management was hesitant to commit to expansion with the full service offering because
many markets are already saturated with steam cleaning companies, and would have
been a very capital intensive investment that ultimately proved too risky.
Solution
Smeester International was originally contracted to develop a Strategy Growth Plan
that could effectively leverage the unique niche, product and brand while minimizing
investment risk. Though we presented several strategies for consideration, Planet
Urine ultimately chose our recommendation to develop do-it-yourself product kits
to sell online to pet owners. Following the development of the Strategic Growth
Plan, we were also contracted to lead the development of the ecommerce website,
as well as the online marketing of the website, including pay per click, search
engine optimization and email autoresponders and newsletters.
Results
For over twelve years, the Planet Urine website has generated, and continues to
generate, millions in profitable sales and is the leading source of revenue within
the company.