Case Study: Inside Sales Team Transformation
Challenge
A national B2B distributor was struggling with inconsistent sales performance and a lack of structure in their inside sales team.
Solution
Nulayne conducted a comprehensive sales assessment to identify process gaps and areas of strength. From there, we:
- Launched a 5-day new hire onboarding program and mentored reps across all experience levels.
- Designed KPIs, quotas, and activity metrics while conducting weekly sales meetings to reinforce accountability.
- Built a one-on-one coaching program to increase activity, improve pipeline health, and elevate closing ratios. - Created repeatable playbooks for prospecting, quoting, and client retention. - Partnered with product management to support launches with effective sales strategies. - Oversaw and developed a team of 14 inside and remote salespeople, supported by a dedicated supervisor.
Results
- 12% year-over-year Gross Profit growth within the inside sales function.
- 100% adoption of sales activity metrics that drove consistency across the team.
- Faster onboarding through the 5-day new hire program, reducing ramp time.
- Stronger client relationships leading to sustained growth with top accounts.
- Scalable sales tools that helped new reps create competitive quotes quickly and confidently.
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