Professionalising sales

Setting Trengo's sales team up for growth

Category: Sales Consulting

Starting Point:

Trengo is a fast-growing SaaS scale-up from the Netherlands that raised seed (€2M) funding from Peak-Capital before embarking on an ambitious growth plan that included the help of Nils to scale commercially.

Challenge:

Post-seed funding, Trengo needed to professionalize its go-to-market approach. The company lacked a structured sales process, consistent KPIs, and a clearly defined sales organization. The young sales team had potential but needed training, best practices, and a management structure to align efforts and accelerate growth.

Solutions Implemented:

Over a nine-month engagement, Nils partnered with Trengo’s leadership to:

• Analyze the current situation and streamline core sales processes.

• Implement a CRM structure, establish KPIs, and set up a robust sales management framework.

• Hired 3 Account executives and later a new CCO

• Train and coach the sales team in best practices to create a common ground for skill development and continuous improvement.

• Restructure the sales organization to include SDRs, Account Executives, and an Account Manager.

• Define ideal sales profiles and collaborate with recruitment to hire AEs and later a CCO.

• Work closely with product to improve product-market fit and align go-to-market efforts.

Result:

• Built a scalable sales organization and culture that supported consistent growth in a competitive market.

• Hired a seasoned CCO aligned with the sales vision, enabling seamless continuation and acceleration of progress.

• Successfully closed a Series A round of €36M led by Insight Partners.

• Extended collaboration beyond sales to train and coach the Customer Success and Business Development teams.

Client Testimonial