In a highly competitive manufacturing landscape, achieving growth while competitors decline requires more than effort — it requires process, alignment, and consistency. This case study highlights how Vector Companies implemented a repeatable sales process to shorten their sales cycle, improve qualification, and achieve 20% company growth, even as their industry declined.
Sales Challenges Facing Vector Companies
Before implementing a structured sales methodology, Vector Companies faced several barriers to growth:
No unified or repeatable sales process
A lengthy 12–18 month sales cycle slowing deal velocity
Inconsistent messaging across experienced sales reps
Missed opportunities in untapped industries
Leadership estimated millions in lost revenue
Without alignment across sales, engineering, and QA teams, deals frequently stalled and opportunities lacked clear next steps.
Implementing a Repeatable Sales Process
To address these challenges, Vector Companies partnered with Sandler by The Ruby Group to implement a structured, process-driven sales approach.
Key Components of the Solution:
Company-wide rollout of the Sandler Selling System
One standardized, repeatable sales process across all teams
Leadership coaching focused on process-driven selling
Stronger qualification to engage true decision-makers earlier
Ongoing reinforcement through repetition and coaching
This created a shared sales language across departments, ensuring consistency from first conversation to close.
Results: Accelerated Sales Cycle and Increased Revenue
Shortened Sales Cycle
By strengthening qualification and clarifying next steps, Vector Companies reduced their traditional 12–18 month sales cycle, allowing opportunities to progress faster and more predictably.
Improved Close Rates
Sales reps engaged the right stakeholders earlier in the process, tightening opportunities and reducing stalled deals.
20% Growth While Industry Declined
While competitors experienced 10–30% declines, Vector Companies achieved 20% company growth, driven by alignment, consistency, and disciplined execution.
Why a Repeatable Sales Process Works
A repeatable sales process creates:
Predictable revenue growth
Stronger pipeline quality
Improved team alignment
Faster decision-making
Scalable sales performance
For Vector Companies, this approach transformed selling from inconsistent and reactive to strategic and repeatable.
Key Takeaway
Sales growth doesn’t come from working harder — it comes from working smarter. By implementing a unified sales process and reinforcing disciplined selling behaviors, Vector Companies built a scalable foundation for long-term success.
“While others in our industry were down 10–30%, we were up 20%. The Ruby Group is persistent, honest, and reliable — and one of the main pillars behind our growth.”
— VP of Sales, Vector Companies
