Portfolio
Project 04 · Turnaround
The 90-Day Conversion Turnaround
Converted a stalled pipeline into closed business in a single quarter by fixing qualification discipline instead of adding volume.
Organization
Enterprise sales organization
Role
Sales Leader
Timeframe
One quarter
47%
Conversion Lift
12% → 22%
Close Rate
90
Days
The Challenge
Volume masked quality. Deals sat in late stages without validated business cases and accountability was diffused.
What I Learned
You can change conversion faster than you can change pipeline. Discipline compounds immediately.
The Approach
- 01Re-cut the organization for clear account ownership.
- 02Enforced qualification and mutual action plans on every late-stage deal.
- 03Ran weekly deal discipline reviews.
- 04Coached sellers on executive-level value conversations.
Domains
MEDDICMutual Action PlansDeal Discipline