CREO works with several high-profile Contract Research Organizations (CROs) throughout the Triangle region of North Carolina. A recent client was a digital CRO that pioneered an innovative service model to transform drug and medical device development. The company delivers technology-amplified services to improve performance, collaboration, and visibility across all its stakeholders. While some would classify it as a “niche CRO,” because of its digital approach, the company maintains North American, South American, European, and Asian hubs to serve customers.
Despite its global footprint, the company’s salesforce lacked training and focus. CREO diagnosed an ailing sales strategy that lacked the people, planning, and process needed to drive performance. CREO Contract Partner Rick Wnuk has deep experience addressing sales challenges similar to the one facing the CRO client: “It is not uncommon to see companies that have experienced exponential growth get a little lost with their sales process. They may not have the team in place or the expertise necessary to determine the right plan of action, hire the right people, and implement the right processes.”
Once CREO understood the unique challenges of this CRO company, Rick got to work designing a sales plan and a 3-year growth strategy. CREO identified the right sales model for the company, focusing on field sales reps and inside sales teams, and targeting their activities to a more manageable roster of customers. Rick and the CREO team also trained the sales business leaders to build a vision of the sales process, and then CREO helped screen new sales talent and ensured that the proper metrics were installed and tracked. “Once we had the processes in place and had demonstrated to the company what kind of talent they needed for their particular sales approach, it was amazing to see how things really took off,” said Rick.
After CREO’s involvement, this “niche CRO” has grown its near-term opportunity pipeline from $6 million to $95 million.