The challenge
Why Delta Automation engaged us
Delta Automation, a Richmond, VA industrial electronics firm specializing in field service, equipment repair, and sales, wanted to grow overall sales and margin performance while improving the productivity of both the sales and operations teams.
What we did
Our approach
- Discovery via weekly meeting observations and one-on-one interviews to surface the real sales barriers
- Target-market clarity work to focus the team on the verticals where they win
- Three weekly activities each rep committed to, designed to drive pipeline and growth
- A regular sales-meeting cadence to track metrics and develop messaging
- Removed external interruptions that were eating into selling time
- Coaching on phone scripts, discovery, objection handling, closing, and follow-up
- Ride-alongs with real-time feedback after each client interaction
- Operational improvements: aligned commission structures and margin-enhancement initiatives
The results
What changed
- Double-digit sales increases across three consecutive years
- Improved profit margins compared to prior periods
- All-time revenue record set in 2019
"Randy was brought in in 2018 to help us grow sales and improve margins — not only has he accomplished both, but he takes the initiative to offer insight wherever he can."