Disruptive Online Architectural Practice
As a start-up, RESI needed to grow revenue quickly to secure their next round of funding. The challenge Nick Stockley, Co-Founder, faced is a common one for SaaS start-ups; how to reduce and ultimately remove the dependency on one individual who is responsible for the majority ofmonthly sales. A repeatable sales process was needed that would develop inexperienced salespeople and get new hires ramped up quickly.
Through modelling the behaviour of the best salesperson and fusing it with sales best practices, Gener8 created the RESI sales process. We used the RESI name as an acronym to help with branding: Rapport, Explore, Solution, Intent. Evening training sessions were delivered, so as not to encroach on sales time, and a coaching card created. This coaching card is used in bi-weekly 1-2-1 call coaching sessions. Each person selects a call they want to review and listens to it before the coaching session to pick out good and not so good behaviours. During the coaching session, different parts of the call are played and agreement is reached on the one or two areas the sales person is going to focus on for the next period of time. These areas are fed back into the sales leader during their own sales leader coaching session.
Year on year revenues for November increased by 351% (£90k in 2018 to £316k in 2019) with only 80% increase in headcount. Annual revenues finished 300% up, from £800k to £2.4m. Critically, dependency on their most experienced salesperson reduced from 50% to below 20% of monthly revenue. Ramp time for new starters also reduced.