Genesis Engineering (Software Company)I was brought in to rebuild and grow a struggling outbound sales team of just 8 people, which was producing inconsistent lead generation results at a time when the company needed to scale its efforts to better penetrate the competitive US IT staffing market. The challenge was twofold: fix a broken prospecting process while simultaneously building out the team's capacity to execute at scale.
To address this, I redesigned the outbound prospecting process from the ground up and introduced a structured Sales Navigator workflow to bring consistency and repeatability to lead generation. I hired and trained 12 new SDRs, growing the team from 8 to 20 members, and implemented weekly performance reviews to coach underperformers and keep the team accountable to key metrics.
The results were significant: within a year, qualified leads grew by 150%, and the team closed 15 new US IT staffing clients worth $2M in annual revenue. SDR productivity per rep also increased by 40%, demonstrating that the growth wasn't just in headcount but in the quality and efficiency of execution across the entire team.
