Top Tec Event Tents
Building Structure and Alignment for Sales Momentum
In the words of a senior sales leader, “You’ve challenged us to act like a big company.”
Company Overview
TopTec Event Tents is a leading U.S. manufacturer of high-quality tents for the special event industry. Since 1986, they’ve built a reputation for delivering durable, reliable, and visually striking tent systems.
Operating out of a 140,000-square-foot facility, TopTec combines innovative design, consistent manufacturing, and hands-on customer training to support event rental companies nationwide. Their tents have set the stage for everything from backyard celebrations to high-profile corporate events.
The Challenge
Like many growing businesses, TopTec’s sales team was juggling a lot — managing customers, updating the CRM, handling follow-ups, and keeping up with internal meetings.
They also operated under a “player-coach” model, where a senior team member balanced selling with leading. The intention was right, but the structure made it hard to step back and build consistent processes or a longer-term plan for growth.
The Solution
By bringing in a fractional sales manager, TopTec gained experienced sales leadership focused on building the structure, discipline, and alignment needed to scale — while freeing company leadership to focus on broader strategy and growth priorities.
Key actions taken:
Established accountability systems. Implemented time-stamping, due dates, and progress tracking to make priorities visible and commitments clear.
Redefined roles. Clarified responsibilities between inside and outside teams to reduce overlap and improve collaboration.
Introduced communication rhythm. Created a steady cadence of weekly, agenda-driven meetings and monthly 1:1s to improve focus and connection.
Clarified goals. Developed individual sales plans tied to company-wide objectives to create alignment and direction.
These changes provided a foundation for consistent performance management, stronger collaboration, and a more connected sales culture.
The Impact
With new systems and structure in place, the sales team is now more aligned, efficient, and confident in their approach.
Results:
Stronger collaboration. Inside and outside sales now operate as one team, improving customer responsiveness and efficiency.
Greater alignment and ownership. Each team member understands how their goals connect to company growth, creating accountability and engagement.
Improved customer data and follow-up. Better visibility has led to faster responses and stronger service continuity.
Faster problem-solving. Clear communication channels and role clarity enable issues to be resolved quickly, keeping momentum high.
The team has shifted from reacting to daily demands to proactively driving progress—working together with a shared sense of purpose and continuous improvement.
Customer Perspective
“We may not be big enough for a full-time professional sales manager, but a fractional sales manager with only one focus provides the disciplined, structured approach smaller companies often can’t maintain on their own. A fractional manager with 100% focus is far better than a full-time manager with only 25% focus.”
Jon Cignilo
President of Meyco Products (TopTec parent company)