CLIENT CASE
SUNGEVITY
LEARNING PROGRAM PILLARS
\ Leadership support
\ Interim management
CONTEXT
As an emerging scaleup in the solar industry, Sungevity’s sustainable vision is contingent on rapid expansion through the sale of solar systems to both individual households and housing corporations within Europe. During an intensive 7-month partnership period, which started with the engagement of consulting followed by supporting the department with part-time interim sales management. During the first assignment I was tasked with advising and optimising Sungevity’s sales processes and creating a more successful sales culture. To supplement these objectives, I also enabled on-the-job training and coaching of the sales team with the aim to development their skills and implement new sales frameworks.
APPROACH
In order to gain information to provide advice on the sales processes and team culture, I started with broad internal research, existing of a diversity of interviews. But also, spending time within the operation and management to observe and earn about the operation and collaborations on all operation levels. Parallel to this, I started with training programs and 1-1 coaching sessions with the team leader and consultants. With the focus on new sales frameworks, personal leadership, and skill development.
During my engagement as the leader of the team, with the existence of 12 sales consultants, I pursued a strong focus on creating a high-energy and collaborative sales culture. Existing of a proactive workforce with an entrepreneurial mindset driven from within. This was during the time of the first Covid-19 crisis where the need to work remotely impacted the organisation tremendously.
RESULTS
Sungevity now operates with a strong technical and skilled sales foundation that improved the team’s performance significantly. This cumulated in their highest revenue-grossing month within the final month of our partnership driven by the Sales-NL team.
Due to pandemic-related restrictions, I led the NL-based sales team remotely over a 4 month period, which despite consisting of 50% new hires, drove the highest monthly sales performance results since the team was founded. Despite the transition to a remote working environment, the team’s satisfaction rates increased by 25%, with engagement and motivation both ranking higher than 4/5 during my time as the team lead.
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