Scaling Sales Performance for an Indian IT Services Firm

Written By Roshan V

Client Snapshot

A mid-sized Indian IT services company specializing in web and app development, serving startups and SMEs across global markets. With a 150-member team, their growth was stalling. Most deals were still being closed by the founders, while the broader sales team struggled to replicate that success.

The Challenge

Despite having capable offerings, the company couldn’t stand out in a crowded market. The founders and a few top sales performers had developed an instinctive, effective way of selling - but it was undocumented and difficult to transfer. The rest of the sales team lacked the clarity, confidence, and tools to drive consistent results. Sales cycles were long, and conversion rates inconsistent.

What We Did

We knew this wasn’t about more training or new tools. It was about extracting and scaling what already worked. We conducted structured interviews and in-depth sessions with the firm’s top-performing sales leaders, including the founders, extracting critical but previously undocumented insights ("tribal knowledge") and created strategic and actionable sales assets:

  • CEO Pitch Document
    We captured the founder’s unique way of positioning the company - the tone, proof points, and differentiators - and turned it into a comprehensive guide every salesperson could use confidently.

  • Strategic Q&A Document
    We equipped client-facing managers with ready-to-use responses to common questions, focused on the firm’s strongest use cases and recent wins. The document is updated regularly to stay sharp and relevant.

  • Funnel Effectiveness Assessment
    We benchmarked each stage of the sales funnel, identified bottlenecks, and delivered strategically targeted recommendations to reduce friction and enhance funnel performance.

The Results

In just six months, the company saw measurable, momentum-shifting gains:

  • 35% increase in overall deal closure rates

  • 25% reduction in average sales cycle (from 120 to 90 days)

  • 40% improvement in converting qualified leads to closed deals

  • 80% boost in internal confidence and preparedness, as reported in team surveys

"This was the missing link. Now our entire sales team pitches with the clarity and confidence of our founders."
- Chief Sales Officer, Indian IT Services Firm

Roshan V
Previous

Accelerating Digital Revenue for a Tech Consulting Firm