Global IT Services and Consulting Firm Generates Millions in New Revenue with the Achieve System™

The Challenge: Slipping Performance and Loss of Focus Threaten Sales Renewals. 

The North American VP of Sales at a global technology company was worried: team performance and focus had plummeted during COVID-19 and now customer contract renewals were in doubt. Tasked by the VP to fix their “dysfunctional family”, Achieve System experts first helped the sales team apply the Point B methodology to better see what was happening:

• Sales were hampered by a lack of clear account ownership and the absence of authority to drive new deals
• A stagnant development funnel was negatively impacting projected revenue growth
• Customers and sales teams were churned by communication breakdowns and disconnected processes

The Application: Recapture Important Accounts and Revitalize the Business Development Funnel.

Working closely with the company’s sales team through workshops and one-on-one coaching, the Achieve performance experts collaborated with the company’s sales team to introduce the Achieve System. In addition to using the Point B concept, they were able to set up Base Camps and closely monitor employee progress in setting priorities and staying focused on them. Soon sales account managers began renewing important accounts while the sales team began proactively creating new solutions and services to expand the sales funnel, together driving millions in new revenue.

“The Achieve System has helped our team maximize their performance by staying grounded on what they can control,” explained the VP of Sales, “Even with all the changes swirling around them, they stayed focused on what’s important.”

The Results: Renewed Focus, Unexpected New Revenue. 

By aligning and collaborating more effectively using the Achieve System, the sales team was able to generate more than $4 million in new revenue. One sales account manager who’d previously been performing below expectations generated $1.5 million in new revenue, and the VP of Sales reported a remarkably stronger, more confident and effective sales operation.