Portfolio
Project 02 · Turnaround
From 61% To 128% Attainment
Restructured a fragmented overlay team, replaced inspection with coaching, and rebuilt forecast integrity from the qualification layer up.
Organization
Multi-region overlay organization
Role
Sales Leader
Timeframe
12 months
61% → 128%
Team Attainment
100%
Team Retained
The Challenge
Forecasts were unreliable, opportunities advanced without economic buyers, and expectations differed by region.
What I Learned
Underperforming teams are usually under-structured, not under-talented.
The Approach
- 01Restructured the team around unambiguous ownership.
- 02Introduced MEDDIC-based qualification as the forecast gate.
- 03Built a weekly coaching cadence in place of deal inspection.
- 04Tied deal reviews to the customer's buying process, not stage names.
Domains
Pipeline GovernanceMEDDICCoaching Systems