Win Rate: 38% → 52%
How SalesCo transformed their sales approach and added $2.4M in revenue
Challenge
Win rates below industry average and long sales cycles hurting growth
Solution
Sales Excellence program deployed to entire sales team
Results
- Win rate: 38% → 52%
- Average deal size: +22%
- Sales cycle: 90 → 65 days
- Revenue impact: +$2.4M
The Consultative Selling Gap
SalesCo's sales team was highly technical but struggled with consultative selling. They were product experts but couldn't connect features to customer outcomes.
Key Pain Points:
- Sales reps led with product features, not customer problems
- Discovery calls were superficial, missing key pain points
- Proposals didn't differentiate from competitors
- Long sales cycles as deals stalled in evaluation
The Impact: Win rates were stuck at 38%, well below the 50%+ industry benchmark, costing the company millions in missed revenue.
From Product Expert to Trusted Advisor
SalesCo implemented MasterUp's Sales Excellence program to transform how reps engage with prospects.
Programs Used:
Approach:
The entire sales team completed the 8-week Sales Excellence program, with weekly coaching sessions to apply learnings to active deals.
Sales Team Rollout
Foundation
Week 1-2- Sales team kickoff session
- Baseline MPI and win rate analysis
- Manager coaching training
- CRM integration for tracking
Core Learning
Week 3-6- Daily audio lessons (5-10 min)
- Weekly practice scenarios
- Deal review sessions using new frameworks
- Peer coaching pairs
Application
Week 7-12- Apply to active pipeline
- Win/loss analysis with new lens
- Advanced negotiation module
- Success story documentation
Revenue Impact in One Quarter
14-point improvement, now exceeding industry benchmark
Better discovery led to larger, more comprehensive solutions
Faster progression through evaluation and negotiation
Additional annual revenue from improved performance
Qualitative Impact:
- Reps now lead discovery with business outcome questions
- Proposals are customized to specific customer challenges
- Managers can coach using MPI skill data
- New hire ramp time reduced by 30%