The challenge
Why Arborscapes engaged us
Arborscapes, a central Virginia tree service and plant health care provider, had grown their sales team to four consultants. Leadership had limited experience managing a sales department and wanted to make sure the investment in those reps actually translated into revenue.
What we did
Our approach
- Randy Asbell stepped in as fractional sales manager to run the function day-to-day
- Field assessments to understand the selling environment and customer needs
- A defined, step-by-step sales process focused on engagement and problem discovery
- Lead behaviors and a sales scorecard to give every consultant clear targets
- A commission structure rebuilt to align with company economics and objectives
- A weekly sales-meeting cadence that balanced accountability with skill development
The results
What changed
- Double-digit sales growth within the first six months — versus flat sales in the prior six-month period
- Higher close rates across the team
- Larger average job size
"He helped us define and develop our sales process, establish lead behaviors and track metrics. Our end result was a higher close rate and a higher average job."