Unlocking Revenue and Sales Performance with Industry-Leading Diagnostic Capabilities

Introduction:

We are experts in optimizing go-to-market strategies to drive revenue growth and enhance sales performance for portfolio companies.

 
 

esellas Advantage:

  1. Accelerated Performance Improvement: Our Go-to-Market (agtm™) optimization delivers a 10 to 20% performance improvement in revenue and sales execution, outpacing traditional EBITDA expansion strategies.

  2. Economies of Scale: Through a unified playbook, our clients realize significant economies of scale by implementing best-in-class Go-to-Market tools, processes, and execution models across portfolio companies.

The Diagnostic:

Our Go-to-Market Diagnostic (agtm™) is a comprehensive assessment that combines practitioner expertise, industry insights, stakeholder interviews, and a thorough review of existing assets (collateral, tools, processes, organization, and governance). This process results in a baseline multi-area maturity assessment, identifying prioritized initiatives, key performance indicators (KPIs), and instrumentation recommendations to accelerate the path to revenue and sales performance optimization.

 
 

Tailored Execution Support:

Based on the specific maturity level and identified areas for improvement, we offer customized execution support services through mutually agreed-upon delivery models, ensuring that our clients receive the guidance and support needed to achieve their goals.

Proven Track Record:

We have successfully executed our Go-to-Market Diagnostic (agtm™) and optimization strategies for several of the world's largest organizations. Our work has earned the trust and endorsement of multiple Chief Revenue Officers, Chief Sales Officers, and Chief Experience Officers.

The Bottom Line:

We drive 10 to 20% performance improvements in sales and revenue execution. Our proven diagnostic capabilities and tailored execution support services provide a clear path to accelerated growth and enhanced returns.

 
 

Advanced Go-To-Market And Performance Solutions*

Customized Insights: Weekly insights, monthly deep dives, and guidance.

Strategic Go-to-Market Expertise: Tailored advice to drive efficient growth and impress boards.

Board-Level Mentorship: Exclusive mentorship and strategic advice for the leaders.

Real-World Solutions: Addressing market performance, expansion, product launches, acquisitions, and pricing.

Dedicated Focus: Specializing in companies with revenues between $50m->$1bn for precise, impactful guidance.

*agtm diagnostics are designed to identify core strengths and uncover performance enhancement opportunities within a 4—to 6-week timeframe, setting the stage for greater efficiencies, creative opportunities, accelerated valuation timelines, and improved rates of return.

Contact Us:

To learn more about how we can help optimize your Go-to-Market strategies and drive meaningful results, please get in touch with John Florer at john@esellas.com.

 

Case Study:

Transforming The Sales Operating Model for Enhanced Performance

Background:

Client X, a leading company in its industry, sought to optimize its sales operating model to drive growth, improve efficiency, and enhance customer engagement. The company recognized the need for a comprehensive assessment of its current practices and a strategic roadmap to achieve its goals.

Approach:

We conducted a thorough discovery process, which included:

  1. Stakeholder interviews with key personnel across various departments

  2. Review of existing process documentation, tools, templates, and client deliverables

  3. Alignment of the model with our proprietary 6 × 3 Sales Operations Model (SOM)

  4. Application of our maturity assessment model to evaluate the current state of the client’s sales operations

Findings:

Through our assessment, we identified several areas of opportunity for the client:

  1. Inconsistent alignment between OKRs, incentives, and cross-functional collaboration

  2. Lack of standardization in financial terms, proposal development, pricing strategies, and contract management

  3. Insufficient leveraging of technology and automation for lead generation, task management, and process streamlining

  4. Need for a more structured approach to understanding customer journeys and delivering targeted value propositions

Recommendations:

Based on our findings, we provided a prioritized set of initiatives to transform their sales operating model:

  1. Develop an end-to-end sales process map aligned with the buyer journey to ensure a customer-centric approach

  2. Implement a data-driven territory and account planning strategy based on ideal customer profiles and propensity models

  3. Establish a robust governance framework with regular pipeline health reviews and deal qualification processes

  4. Adopt a standardized sales lead forecasting approach to improve predictability and resource allocation

Results:

By implementing our recommendations, the client achieved significant improvements in their sales performance:

  1. 15% increase in lead generation and conversion rate.

  2. 20% reduction in sales cycle duration through streamlined processes and automation

  3. 12% improvement in forecast accuracy, enabling better resource planning and allocation

  4. Enhanced cross-functional collaboration and customer focus, resulting in higher client satisfaction scores

Our partnership demonstrates the value of a comprehensive assessment and strategic transformation of the sales operating model. By leveraging our expertise and proven methodologies, we helped our client unlock their full potential, driving measurable improvements in sales performance, efficiency, and customer engagement.