Case Study: How Big Fish Contracting Company Grew Despite COVID

By Cass Jacoby, RCS Reporter.  

The Big Fish Contracting Company owner Benjamin Fisher was able to scale his business with the help of Sales Transformation Group. 

“My biggest pain point was being able to onboard and get sales guys up to speed faster rather than just following me around in a truck and watching me for six months,” says Benjamin in his video testimonial. “But that was all I knew what to do.” 

Ben tells Sales Transformation Group that before the Sales Accelerator program, he didn’t have a process for training the members of his sales team, he just had them shadow him and try to mimic what he did.  

“I was tired of constantly trying to teach guys how to sell and teach guys how to do what I do. I'm not really a trainer. I'm just kind of do-it-yourself kind of guy. Follow me, copy what I do and you’ll be successful.” says Benjamin. “That's not scalable. Sales Transformation Group showed me that.” 

With sales process training, as well as a variety of resources, Ben was able to scale his team, improving his sales and nearly doubling them in one year. The program also taught The Big Fish Contracting Company how to better identify the kinds of clients they were looking for, which resulted in a better close ratio.  “We've gotten better close ratios,” he confirms. “We went from a 27% close ratio to a 35% close ratio in a matter of a year.” 

“One of the first improvements that I saw was the consistency and even the discovery process of how we kind of identify customers, find out if they fit into our core focus,” says Benjamin. “Team sales have improved because there's culture and the sales department has become so much better because we have this deliverable sales system.” 

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