Case Studies: Our Success Stories
Case Study - Randi
Three hundred percent PLUS over the previous year’s sales – that was Randi’s new quota..
She was very flattered and management made it clear that they wouldn’t be surprised if she didn’t hit that number. She had been tapped for the new National Account Manager position by the VP of Sales. He saw that Randi had tremendous potential as a big ticket sales person, but this level of long term complex sale was new to her. He felt strongly that with the right attention and support, she could be a superstar. With seven direct reports he knew he would not have the luxury of giving Randi the detailed level of support and training that could bring her to the level of performance he needed for his own numbers.
Kyle, the VP of Sales, knew four things:
- As a small-to-mid size business he had no in-house sales training department.
- He knew from experience that sending her away for a week of training without following coaching and support was just money down the drain.
- He needed her generating revenue before the average 9-12 month ramp that was typical for new reps in the software industry.
- If her success depended on his level of time and attention, he couldn’t expect much better.
To guarantee Randi’s success in mastering the long complex technical sale, Her VP of Sales turned to Gemini Pro. Our initial consultation confirmed Kyle’s expectation that Randi had superstar potential. The question was how long would it take to flower – 90 days or 9-12 months? We felt very strongly that we could cut her ramp time by two-thirds and see that she had what was needed for victory in the extremely competitive and demanding software sales arena.
Our analysis of her hard skills and mental stance (soft) skills gave us the road map to strengthen her existing skills and move very quickly to fill in the missing areas. She had the direct support and attention, and Kyle was free to concentrate on the reps that were already high producers. Kyle was very pleased at the speed with which Randi hit high production.
Bottom Line: Randi not only met her quota, but exceeded it by $400,000. She went on to be number one or number two rep in each succeeding year, confirming her superstar status.
Note: Because of the sensitive nature of our case studies, some names and company identifying information have been changed at client request. Originals are on file for all client success stories, or that client is available for reference.
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