Sales Transformation Plan
Our client provided drilling, completion and wellbore abandonment services for oil and gas wells across many United States markets. At the time of this project, they had merged several privately held companies into one privately held company, they had recently emerged from chapter 11 bankruptcy, and the company was poised for the next phase of growth. Further, company executives wanted to aggressively grow revenue and prepare the company for sale. Therefore, they needed to transform and professionalize the sales and marketing function to perform at a higher level.
Methodology
Phase I – Assess
We assessed the current state of the company and sales team performance.
- Interviews – Conducted interviews with the executive leadership team
- Sales Diagnostic Assessment – Completed a Sales Diagnostic Assessment with a cross section of the organization
- Sales Diagnostic Report – Identified current strengths and prioritized improvement opportunities
- Diagnostic Report Presentation – Presented the Diagnostic Report to leadership team and obtained buy-in to proceed
Phase II – Develop and Deploy
We developed and deployed a multi-phase Sales Transformation Plan.
- Developed a Transformation Plan and Sequence of deployment
- Identified the most impactful and highest-priority initiatives
- Clustered opportunities for improvement into multiple groups
- Prioritized the groups for transformation plan implementation
- Developed short, medium, and long-term transformation project plans to build a high performing sales and marketing team
- Reviewed transformation plans with leadership and obtained approval to deploy
- Deployed the Sales Transformation Plan in multiple phases
- Implemented best practice organization, systems, processes, methodology, tools, technology, and skill development
- Managed project implementation
- Managed communications and change management
- Conducted periodic progress reviews
Phase III – Measure and Refine
We established performance metrics, monitored performance, managed change, conducted reinforcement training, and planned the next wave of change to deploy.
- Defined performance metrics (KPIs) and monitored performance
- Integrated KPIs into management systems
- Managed change and integrated changes into the sales culture
- Conducted reinforcement training, coached, and made refinements
- Measured results of the performance improvements and calculated ROI
- Selected the next set of transformation initiatives
Results
The following accomplishments were achieved as a result of developing and deploying a customized Sales Transformation Plan.
- Overall
- Grew overall revenue organically by $200 million (90%) from $225 million to a peak of $425 million with 2000 employees in 2 years
- Ultimately, sold the company to Apollo Capital in Q4 2014
- Sales Organization
- Enhanced sales effectiveness by restructuring organization
- Top-graded sales leadership
- Implemented a competency development plan
- Implemented new sales compensation plan
- Strategic Account Management
- Implemented a strategic account management playbook
- Segmented customer base to focus on ideal customers
- Built an account management team
- Implemented best practices, procedures, and methodology
- Grew revenues with key accounts by $160 million (240%) in 2 years
- Transformed revenue generation and customer base from transactional sales at the job site with independent operators to over 33% of revenue under contract with major and multi-national operators.
- Marketing
- Formed a new marketing team to deliver market research and strategy, pricing and proposal management, sales training programs, marketing communications, and service portfolio management.
Conclusion
Would you like your sales team to perform at a higher level? Contact Tiger Consulting to conduct a Sales Diagnostic Assessment, develop and implement a Sales Transformation Plan, and build a high-performing sales and marketing team that delivers aggressive growth and significant value for your company.
Mark Haubert – President of Tiger Consulting
March 12, 2026
Developing a high-performing sales and marketing organization isn’t easy. Visit our website www.tiger-llc.com to request a Maturity Diagnostic Survey for your team. Tiger Consulting is a management consulting firm that helps companies to build high-performing sales teams and to implement strategic marketing plans to maximize growth. Mark Haubert, President of Tiger Consulting, has sales and marketing executive leadership experience that spans small, mid and enterprise companies in the energy and industrial segments. Contact Mark at 713-249-4604 or mark.haubert@tiger-llc.com