8 times the return on investment after 6 months

Sales playbook & sales guide:

Unifying CARMA’s global best practices into one shared sales language.

SBR partnered with CARMA to create an international sales playbook and sales guide, addressing the need for standardised practices across diverse teams and services.

The goal was to enhance the sales strategy and bring together the practice of a
global sales teams and services, aligning with the business objectives.

The issues CARMA were experiencing:

CARMA wanted to create one unified sales language across the business. They had a lot of the frameworks built in-house however nothing was succinct across the business. SBR consulted with CARMA to devise an international sales playbook and sales guide to standardise and streamline the sales process. This in turn allowed the leadership the capabilities to effectively benchmark sales performance.

CARMA encountered difficulties with disparate sales processes. SBR also uncovered inconsistent reporting in their CRM. Best practice was not shared amongst the regions, and skill and training gaps were also uncovered in the initial consultation.

SBR’s strategy to execution

SBR conducted in-depth consultations and workshops, analysed existing processes, identified gaps, and crafted a tailored solution.

With strategic guidance and training, SBR ensured the integration of the playbook and guide into CARMA’s operations in less than six months after the initial consultation.

The results

SBR’s sales playbook and guide brought the CARMA sales operations and leadership oversight together.

It addressed the skill gaps and resulted in a company shift towards a data-driven, customer-centric sales engine.