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Salesforce Effectiveness

We assist management teams in developing an effective sales engine, including:

  • Strategy: Articulated and agreed-to sales strategy outlining explicit objectives, success measures, and winning selling proposition
  • Organization: Salesforce capability to best execute the strategy and compensation systems that align to create right motivation
  • Process: Disciplined fact-based processes to accelerate and increase success of sales cycle
  • Tools: Adequate tools/systems to provide proper monitoring and feedback
Direct Marketing Services Company
Establishing “One Company” Organization and Operations to Realize Cost Synergies at Direct Marketing Services Company

Conducted a 5-week operations diagnostic of a recently acquired portfolio company to identify cost reduction opportunities and establish organizational and operations end-visions. Gotham undertook an extensive analytic effort to reconcile and align data from 3 separate, independently operating systems corresponding to each business unit and create in-depth profiles of purchasing spend and labor efficiency. We also identified opportunities to improve salesforce effectiveness, including salesforce restructuring and a new compensation system. Finally, working with management, Gotham developed a “One Company” organizational structure to eliminate disconnect and facilitate savings opportunity capture within and among the 3 business units. Following the diagnostic, management launched efforts to capture these opportunities, which were expected to improve the company’s EBITDA margins by 6+ percentage points.

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Professional Staffing Company
Dissecting Job Profitability and Redesigning Commission Structure to Improve EBITDA Margins at Professional Staffing Company

Conducted a 4-week operations assessment to establish levers to turn around the company’s EBITDA margin performance: 1) dissected the company’s cost and job performance, by cleaning/reconciling raw data from disjointed staffing and ERP software systems, mapping detailed general ledger costs to jobs, and creating job profitability profiles; 2) redesigned sales and recruiting commission structure for a 25% improvement in EBITDA; and 3) developed robust KPI-based reports required for managing cost and profitability moving forward.

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Flow Controls Products Distributor
Growth Roadmap and Sales Function Redesign to Triple Revenue at Global Flow Control Products Distributor

Developed growth strategy and identified levers to triple revenue in 3-5 years. Developed detailed prioritized plans to implement the new strategy. Created sales force effectiveness plan to professionalize inside sales and develop outside sales force.

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Specialty Engineering Services Firm
Instilling Process Discipline Required for Future Growth While Sustaining Performance-oriented Culture at Entrepreneurial Specialty Engineering Services Firm

Conducted operational due diligence to assess the firm’s prospect-to-cash cycle processes and establish a revenue forecasting approach. Our effort included:  building a robust fact base of the company’s cost and operational performance using data from ERP and offline database; mapping and assessing sales & marketing, revenue generation, and people management processes; and visiting/interviewing management across multiple offices.  Gotham provided an explicit top-level operations end-vision and value creation plan bolstering the company’s ability to support growth, giving our client the necessary confidence to successfully complete negotiations. 

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Related Capabilities


Pricing/ Marketing Effectiveness


Rapid Operations Improvements


Pragmatic Growth Strategy


Exit Preparation/ Positioning


Post-Merger Integration/ Carve-Out Planning

Industry Expertise

Food & Beverage

Want to learn more about how Gotham can help you with value creation?