SAM Labs

About The Client 

SAM Labs delivers a full STEAM & Coding standards-aligned curriculum to Elementary and Secondary schools globally, with a US focus. The SAM Labs solution, delivered with SaaS and add-ons, ensures students graduate with career-ready & college-ready skills.

The Challenge 

SAM Labs did not have a formal sales methodology in place, which had resulted in an inefficient sales process and low predictability around forecasting. The team also faced a two-pronged challenge when promoting their salespeople into leaders:

1. Transitioning individual contributors to leaders to create a sales operating rhythm and implement KPIs to track team progression.
2. Coaching of the leaders to set expectations, and roleplay challenges that might arise, in order to mitigate associated risk.

The Solution – Leadership Coaching & MEDDIC Foundations course

Based on strong recommendations, inspir’em was chosen to deliver leadership coaching and the MEDDIC Foundations course to the team at SAM Labs. After an initial skills assessment, inspir’em worked with SAM Labs to deliver:

• Leadership Coaching & Training (7 Wonders Training)
• Qualification Techniques Training (MEDDIC Foundations)

The Outcome

Following coaching & training, the team have boosted pipeline and sales to their target customer base. The team have successfully implemented KPIs and an operating rhythm to drive consistency and growth in future quarters.

In the 9 months, which followed the inspir’em engagement, ARR increased by 30%.