Case Study

QWS Welding Supply Solutions Case Study

by | Jun 23, 2023

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Overview

Find out how we helped QWS Welding Supply Solutions bring greater structure to their sales processes and develop innovative KPIs to get the most out of their sales team.

The Client

QWS Welding Supply Solutions provides a complete range of welding, engineering, and industrial supply solutions and has become Australia’s single-source solution provider to the welding industry over the last 40 years.

QWS Welding Supply Solutions quick stats:

  • Founded in 1979
  • 4 strong sales team (internal & external)

The Challenge

With no sales plan, processes or KPIs in place, QWS Welding Supply Solutions was referred to Salesmasters after expressing the need to put structure and rigour around their sales. As nothing was documented, nothing was consistent, resulting in greater business risk with no ability to forecast slower months.

The Solution

Salesmasters conducted a Sales Audit for QWS Welding Supply Solutions, which found that they had a top salesperson who was doing well but was limited by the lack of structure. To create greater consistency, we mapped out the sales plan and created clear activity and success metrics. 

We also developed best-practice sales processes and created a sales onboarding system unique to QWS Welding Supply Solutions complete with a new recruit playbook that outlined all activities and tasks to be done and when.

We also created innovative KPIs, where rewards are based on activity not sales. With sales processes designed to generate opportunities in the pipeline by generating well-qualified people, the sales team will meet their quota of sales if they meet your activity KPIs.

The Results

  • Best-practice sales processes 
  • Sales plan with clear activity and success metrics
  • Customised sales onboarding system complete with QWS Welding Supply Solutions complete with a new recruit playbook that outlined all activities and tasks to be done and when.
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