IT | Performance Turnaround & Sales Force Restructuring

Written By Yuri Arcus

Sector: Digital Agency Services

Geography: Germany

  • The Challenge: Stagnant revenue and an unstable sales pipeline. The existing sales department lacked accountability, and there was no clear correlation between daily activity and closed deals. Sales reps were "coasting" on existing accounts rather than hunting for new business.

  • The Solution: * Audit & Incentives: Conducted an end-to-end audit of the sales department, including 1:1 interviews to identify motivators and friction points.

    • New Compensation Model: Completely overhauled the bonus structure to prioritize New Business Acquisition. We eliminated "legacy bonuses" for long-term recurring clients that required no active selling.

    • Activity-Based Management: Implemented strict KPIs and transparency dashboards tracking daily outbound calls and cold emails per representative.

    • Talent Optimization: Defined a high-performance "Sales Persona" and replaced underperforming staff with hungry, competitive talent capable of meeting the new baseline requirements.

  • The Result: * 60% increase in total sales.

    • Achieved consistent Year-over-Year (YoY) growth.

    • Established a healthy, competitive culture where high-performers are rewarded for proactive growth rather than passive account maintenance.

Yuri Arcus
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