Waste management, 55 salespeople. Building leading indicators managers could coach against.
A frustrated CEO and sales leadership who only found out they had missed budget after it happened. Two bootcamps and five Sandler reinforcement sessions, and the needle had barely moved.
We structured pipelines with deal qualification built in, plus a leading indicator framework so managers could track activity and coach against real data, not just outcomes and gut feel.
Underperformers became visible, and some turnover followed. Leadership now had a pipeline they could trust and leading indicators to coach against.