From niche dominance to 30% revenue growth—see how we helped expand into new healthcare markets.
Breaking New Ground
Breaking New Ground
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Client Introduction
Our client is the market leader in online tools for healthcare education. For more than a decade, they’ve equipped secondary and vocational institutions to track student progress and graduate highly qualified healthcare professionals. Their reputation rests on one core promise: helpful, personal, and reliable service that makes their clients’ jobs easier.
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The Situation
As an early entrant to the education services market, our client dominated their first niche—capturing 85% market share by building deep relationships with key influencers. With that niche secured, it was time to expand into new allied health verticals and replicate their success on a larger stage.
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The Issue
Growth was stalling. The company’s sales engine ran almost entirely on warm referrals, all managed by the customer experience team. While effective in their original niche, this approach collapsed in new markets where no referral network existed. Without a proactive sales program, the company risked missing its growth targets and losing momentum to competitors.
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The Solution
We started by immersing ourselves in the client’s customer-first culture. From there, we engineered a sales development program that mirrored the high-touch experience their customers expected—while scaling it through a nationwide outside sales team.
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Territory Design: Balanced regions that maximized opportunity without overwhelming reps.
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Compensation Plan: Aligned incentives with long-term growth.
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Sales Training: Modular onboarding tailored to new hires.
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Management System: Processes that gave the COO visibility and control.
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Hiring Framework: A behavioral-based process to identify candidates who fit the culture and could execute at a high level.
This wasn’t just a sales plan—it was an operational blueprint for sustainable growth.
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The Outcome
The sales development plan we implemented exceeded our client's goals. During the first hiring cycle, our client was able to identify four candidates that met the personality and behavioral profiled we had helped them establish. During the first year, the new sales team allowed our client to crush their revenue goals increase their revenue by over 30%. Additionally because of the initial success of the sales program, our client re-engaged us to serve as an interim sales manager and help lead a search for permanent sales leadership.
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New Sales People
30%
First Year Revenue Growth
55%
Growth in Pipeline Revenue
Michael J.
President and Founder
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Working with Kevin was a joy. He helped us form a sales plan and build a new team to implement it. Kevin is very organized and walked us through the entire process over several months. We leveraged his network to find candidates and to gain the expertise of knowledgeable consultants who helped us along the way. If you need sales help I highly recommend you have a conversation with Kevin.
Where are you growing next?
Where are you growing next?
Expanding into new markets requires more than hope—it requires a system. A scalable sales program built around your culture gives you the tools to reach new markets and and new verticals and win.