Cut Sales Costs and Boosted Performance by 15% Through Smarter Territory Design
Faced with underperforming rural territories and rising field sales costs, a comprehensive territory analysis revealed misaligned coverage across an eight-state division. High-value clients were clustered in urban zones, while low-density areas consumed disproportionate resources. By redesigning territories into focused field-based zones for top-performing AEs and virtual inside-sales territories for expansive rural areas, performance improved dramatically. A tailored training curriculum, sales playbook, and clear KPIs enabled faster ramp-up, better account prioritization, and stronger coaching. The results: field sales output rose to 130% of prior performance, inside sales achieved 75% of field productivity at just 60% of the cost, and overall operational efficiency and scalability improved across the division. This initiative demonstrates how data-driven territory design, coupled with purpose-built enablement, can deliver significant gains in productivity, cost efficiency, and talent optimization.
Acquired 4M New Passengers and 700 Corporate Clients by Turning Sales into a Strategic Growth Engine
Tasked with professionalizing a long-overlooked sales organization, a comprehensive transformation at Southwest Airlines reimagined sales as a strategic growth engine. Through talent assessments, data-driven targeting, and a multi-phase training program, the team moved from a junior, geographically fragmented structure to a client-segmented, high-expertise model. Standardized sales playbooks, role-specific coaching, and actionable intelligence from the newly developed Insights Engine enabled smarter prospecting, deeper engagement, and accurate forecasting. Over 2.5 years, the transformation delivered 4 million new business passengers, 700 new corporate clients, a 2x improvement in contract compliance, and a tripling of the sales organization—all while maintaining the company’s people-first culture. This initiative demonstrates how combining data, talent development, and cultural stewardship can turn a neglected sales function into a scalable, high-performance engine for growth.
Scaled Partner Properties 23x in 8 Months
Tasked with a high-velocity growth mandate during the COVID pandemic, the sales team at Landing deployed a dual-path model to balance strategic depth with scalable reach. By segmenting the market into high-value strategic accounts and broader volume-based geographies, leveraging an Asia-based sales team for scale, and implementing virtual training and disciplined KPIs, the company achieved rapid expansion. In just eight months, partner properties grew from 100 to 2,300—a 23x increase—while revenue doubled and strategic accounts delivered higher conversion and retention. This initiative demonstrates how startups can achieve outsized growth under extreme constraints by combining targeted focus, global talent, and disciplined execution, offering a blueprint for scaling fast without sacrificing operational control or strategic clarity.
Grew SMB Customer Base by 300% Post-Restructuring with a Lean, Data-Driven Sales Engine
Tasked with launching a neglected Small and Medium Business (SMB) unit following Chapter 11 restructuring, Frontier built a scalable, data-driven sales engine from scratch. By combining internal talent with external partners, leveraging neighborhood-level analytics, and closely aligning with Product, Marketing, and Network teams, the company scaled the SMB team from 1 to 130 employees. Lean operations, rapid iteration, and disciplined execution enabled net customer growth of 300% over 18 months, with unit revenues up 15% and strong expansion in fiber markets. This initiative demonstrates how cross-functional alignment, data-informed strategies, and disciplined execution can turn an overlooked segment into a strategic growth engine, offering a replicable blueprint for building new revenue streams with speed and precision.
Unlocked $6MM in Revenue and Scaled Banker Productivity with the Insights Engine
Tasked with professionalizing the commercial banking organization, Veritex Bank built the Insights Engine, a centralized, data-driven platform designed to equip bankers with real-time market intelligence and actionable insights. By combining market mapping, opportunity segmentation, automated pre-call dossiers, and integrated marketing campaigns, the bank enabled precision targeting and more effective client engagement. Cross-functional analytics identified over $6MM in addressable revenue, while banker playbooks, coaching frameworks, and strategic account planning increased productivity and conversion. This initiative transformed a relationship-driven, fragmented sales organization into a scalable, insight-led growth engine—offering a replicable blueprint for client acquisition, retention, and profitability.