Calyx

THE CHALLENGE

Lagging Sales and Morale Threaten Company Growth

Based in San Jose, California, Calyx Software is the leading provider of digital solutions that help financial institutions and brokers nationwide to streamline the mortgage loan process. Recently, the company – and its inside sales team – began to experience lagging sales.

Industry veteran Wade Brantley was brought in as the new National Product Sales Manager and tasked with turning things around. He engaged xPotential Selling to provide expert consultation and to implement timely and effective solutions.

“I was an instant believer,” he says. “Barrett and his team are consummate professionals who do their homework and give good, professional guidance.”

THE SOLUTION

I – FIND THE PAIN POINTS

xPotential Selling provided their xPert Sales Consulting services to conduct a thorough analysis of Calyx’s sales model, which uncovered several key problem areas. First, there were significant call bottlenecks when potential clients tried to reach the Calyx sales team, resulting in long wait times that frustrated callers. Also, 15% of calls went unanswered. It was clear that the sales team’s difficulty in distributing incoming calls was leading to lost sales and revenue.

II – IMPLEMENT A UNIFIED SALES PROCESS

Brantley eliminated the segmented call streams, replacing them with a single queue. Prospects would be routed to the first available agent. He also instituted a new account management structure that incentivized salespeople to develop strong client relationships, rather than each call being treated as an isolated event.

III – LEAD FROM A PLACE OF STRENGTH

Brantley created (3) new regional manager positions for outside sales. He used xPotential Selling’s industry-leading xPlore Sales Leadership Assessment to screen candidates for these critical roles. “The assessments have helped us find elite candidates, making it easy for us to build a solid team,” Brantley says.

THE RESULT