Background – The crew at Indigo Wild is a conglomeration of delightfully wacky plant lovers with a passion for natural bliss and soul-tingling good vibes. The company offers natural, plant-based, handcrafted bath, skin and home care products featuring pure essential oils under the Zum brand. All products are made in the US and are cruelty-free, vegetarian, vegan and gluten-free. The company is best known to many for its signature Zum Bar soaps.
Challenge - Scaling for growth. The company enjoyed a healthy growth trajectory, with the strongest growth stemming from products beyond the core bar soap category. To fully capitalize on the marketplace opportunity behind the trend toward natural products, the company needed a more structured sales management process and clear internal alignment to elevate performance inside of existing accounts and drive new account penetration.
Solution - SEG conducted a 30-day Discovery Assessment, interviewing sales, marketing and key leadership positions. The assessment included sales skills assessment and gap identification. Training and development was deployed during the remaining 60 days of the 90-day engagement. Among the key deliverables: detailed sales playbooks, a sales leadership handbook, and a merchandising playbook.
Outcomes - Indigo Wild tightened up sales management processes and implemented quarterly business reviews with a focus on key account growth. Skills assessments enabled 90-day Personnel Development Plans for the sales team that prioritized training topics and individual growth objectives.
"At the end of the 90-day engagement, the sales team had clarity around expectations and processes. This allowed our team to periodically take a step back from day-to-day issue resolution and set longer-range objectives in order to drive category, company, and personal growth.” - Rob Bensman, CEO