A strong market position constrained by an inefficient sales model
A top European online recruitment platform with a strong market presence and broad customer base was struggling with stagnant revenue growth. Despite a sizable sales team, performance lagged expectations - average revenue per customer grew by only 3% p.a. in recent years.
The company faced weak value communication, frequent price negotiations, lack of pricing discipline, and an inefficient upselling approach, which eroded margins and stalled growth from existing customer base.
Key new customer growth levers were underutilized. The client’s self-serve channel was significantly underdeveloped compared with international standards, and large parts of the blue and grey collar market remained untapped. Overall, the commercial model had become too complex, resource-intensive, and insufficiently aligned with customer value and sustainable growth.
Comprehensive sales audit as the catalyst for commercial transformation
We started with a comprehensive sales audit to identify performance gaps and design a go-to-market model fit for sustainable growth. Through in-depth analytics and KPI benchmarking, we uncovered structural inefficiencies and imbalances in resource allocation across customer segments and sales channels.
Armed with this insight, we crafted a new go-to-market model that aligned sales intensity with customer potential, reduced low-impact field visits, and strengthened digital and telesales engagement. A standardized sales playbook streamlined all core processes - from customer planning to upselling and churn prevention – and introduced clear KPIs to measure impact and guide execution.
To bolster accountability within the sales team, we established a new incentive system that rewards price realization, cross-sell effectiveness, and new customer wins.
A more efficient, value-driven sales model
The company now operates a leaner, data-driven sales engine that balances human and digital touchpoints while boosting price realization and revenue growth. By directly linking sales activity to customer value, the online job board can prioritize resources more effectively.
The redesigned sales model promotes scalability with a better balance between personal and digital interactions. Structured sales processes and playbooks have enhanced execution consistency and improved value communication in customer interactions.
With clearer KPIs, monitoring tools, governance, and a well-defined execution roadmap, the client is well equipped to systematically improve sales performance and unlock further growth potential across both existing and new customer segments.
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