Challenge – High individual risk for company – only 3 reps contributing to the overall new bookings number, the company had high risk per individual if anything were to happen or a person chose to leave. Single points of failure existed.

Action – change the way the company sold, move away from product expert sales reps to true sales reps supported by experts (SME shared services) and add in standardized sales operations, tracking & metrics for accountability. Spread out accountability across more regions with smaller territory enabling higher customer touch, better relationships, & knowledge of customer needs.

Result
Reduced individual risk per sales person to company, 3 reps contributing to 80%+ to 7 contributing to 90% of new bookings