Woodtone

The Challenge

Woodtone, a privately held building products company with $100 million in annual revenue was experiencing uneven sales across its product portfolio. Some products were selling well, while others were barely moving. Leadership wasn't sure why.

The Insight

I conducted confidential interviews with all 10 members of the company's sales team in Seattle. The conversations revealed an unexpected problem: each salesperson was creating their own marketing materials and sales sheets.

As a result, the materials varied widely, key products were often overlooked, and there was no consistent system for presenting the full product portfolio to customers.

The Outcome

The company recognized that its rapid growth had outpaced the structure and support its sales team needed. By developing a standardized sales materials system, it created a more consistent approach to presenting products and supporting sales efforts.

The result was a more organized sales process, better product visibility, and more balanced sales performance across the company.