Orange Tree Screening, a leading employment screening provider, faced a challenge when transitioning an employee from operations to a sales management role. While the new Sales Manager was eager to succeed, the role required skills that were outside his existing expertise. Encouraged to seek external guidance, he connected with a resource that would prove essential to Orange Tree’s success.
After attending a series of leadership meetings, the company decided to bring on Pivotal Advisors to assess the situation and guide their sales team development.
Over the first three months, an initial assessment of the Sales Manager revealed that doubling revenue with the current leadership in place would be difficult. Recognizing the need for a different approach, Orange Tree appointed a Pivotal Sr. Advisor with extensive industry experience to guide the team and ensure continuity during the leadership transition.
During this time, a detailed job description and hiring profile were developed to recruit a permanent Sales Manager who could align with the company’s long-term goals. Once hired, the new leader received tailored onboarding and support, ensuring they had the tools to succeed.
The company’s success came from zeroing in on its ideal client profile: corporations with 3,000 to 15,000 employees that valued tech integration over cost-cutting alternatives. This strategic focus enabled the team to highlight Orange Tree’s unique value rather than competing solely on price. Combined with the addition of a new sales rep to strengthen the team, this approach created a foundation for growth.
Early in the partnership, Orange Tree’s sales pipeline was evaluated and found to be overly optimistic, with 80% of late-stage deals unlikely to close. By implementing a transparent pipeline process, the company shifted to a more honest system of tracking high-priority prospects. Monthly leadership meetings with the sales team now ensure accountability and accuracy in forecasting.
Over eight years, Orange Tree’s revenue grew from $2 million to $16 million. This remarkable transformation was driven by targeted strategies, transparent processes, and a focus on the right clients. Tailored support from Pivotal Advisors, combined with a commitment to building a high-functioning sales organization, helped Orange Tree achieve sustainable growth and become a more focused company.
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