Company Info: Ward Leonard Electric, Manufacturing

Client: Pete Morehouse, SVP Sales

Location:  Connecticut

Industry: Manufacturing, Defense

Sales Staff: N/A, Technical Sales/Engineering

Problem: It happens all too often.  An equipment manufacturer becomes too dependent on Defense Department contracts.  Ward Leonard realized to grow their business they had to break into new markets.

Solution: Working closely with the executive management, CFS redesigned their entire sales organization including the creation of a company Strategic sales and Marketing Team, new training models for prospecting and selling, and even a new compensation plan.

Results: The CEO was finally able to realize his new vision of the company.  The new systems led to increased morale and productivity and improved coordination between sales and other departments, including engineering and production.  As a result, the company made significant revenue-generating inroads into several new markets including Petro Chemical.

"CFS systematized our entire sales approach, allowing us to integrate our CRM, ERP with their Sales Playbook which improved everything from how we go to market to how we deliver our value"
-Peter Morehouse, SVP Ward-Leonard Electric