Customer Story

We've built the Smunch sales organization from the ground up, when they were expanding in Germany


Food & Catering



The challenges

The Smunch team was expanding aggressively in Germany and the founding team was looking for a solid partner to set their sales organization from the ground up.

  1. They had no in-house expertise to build an initial sales organization
  2. They needed help planning their hiring, building comp plans, and setting a solid onboarding structure

How I helped

I joined the team for a 3-months engagement. This is what we’ve done:

1. Building the 2019 sales plan

I worked with the founding team to build the 2019 sales plan, including the hiring plan, onboarding plan, comp plans, as well as budgets.

2. Building an outbound function

We worked with the Head of Sales to build a sales academy for new hires. We have also built standardized outreach sequences, and implemented them in Salesforce. I’ve also set KPIs and sales enablement tools to help lead the outbound efforts.

3. Supporting the sales management team

Finally, I helped the sales management team up-skill and we’ve worked on getting them to train and coach the sales team on a regular basis.

The results

The Smunch team was able to grow the sales team from a small sales organization to a solid outbound machine, with SDR/AE/CSM functions. They were able to generate a steady flow of opportunities in Berlin, Hamburg, and Munich.

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