The Challenge: There was no defined sales standards or processes for the company and the sales managers each coached, developed their own metrics, and held their team accountable to very different expectations.

The Solution: I coordinated a Leadership Summit involving sales, marketing, finance, and operations leaders to establish standardized processes and criteria through a collaborative effort. This encompassed defining an ideal anchor call, setting expectations for Salesforce notes, and establishing pipeline management standards, among others. We also recognized the need to extend this standardization to the Sales Management team.

My Contributions: After several in-field ride alongs I quickly realized there was no consistency in our approach and expectations for our most vital customer facing resources. I came up with the concept, presented it to leadership to get their buy in, led the session to gain alignment with all of the stakeholders.