Tara Bria, GM of Marketing & Sales, Rivergum Homes

The Client
Rivergum Homes is South Australia’s largest and most experienced medium-density home builder, known for delivering award-winning, thoughtfully designed homes that elevate modern living. With a strong market presence and consistent lead flow, the business was ready to strengthen its internal systems to support future growth.

The Opportunity
With changes to the internal team structure, Rivergum identified an opportunity to refine and reinforce their sales function. While the team had deep expertise and a strong pipeline, there was a need to enhance process visibility, improve speed to response, and ensure internal alignment between marketing and sales delivery.

My Role
I was brought in as a Sales & Efficiencies Consultant to work alongside the GM of Marketing & Sales, offering focused support across sales operations, structure, and internal systems. The goal: build a high-functioning sales process that was scalable, consistent, and clear — and ensure the team had the tools and support they needed to succeed.

What I Delivered

• Mapped and refined the full sales process, from lead capture through to conversion
• Optimised the HubSpot backend, improving visibility, automation and team workflows
• Restructured the team to include dedicated Customer Experience Hosts — allowing Sales Consultants to focus on qualified opportunities
• Created detailed SOPs for key internal processes, reducing ambiguity and boosting consistency
• Developed and rolled out a sales onboarding training guide to ensure new hires were set up for success
• Led ongoing coaching and support, including team training, meeting facilitation, and performance uplift strategies

The Result
The shift was both immediate and sustainable:

• New enquiries were responded to within 24 hours, improving the customer experience
• Customer Experience Hosts nurtured early-stage leads, resulting in a warmer handover to sales
• Sales Consultants gained back valuable time to focus on conversion
• Clear systems, team roles and onboarding were embedded — giving Rivergum a sales structure aligned with its brand reputation and growth goals

Client Impact
“Charlotte brought clarity, structure, and real momentum at a time when we needed it most. She didn’t just consult, she rolled up her sleeves, worked alongside the team, and built a sales function that actually worked.”