From flat to 400% of quota: turning around a stalled division
The situation: A mature B2B data division at Abacus (DoubleClick) was flat, selling one-off transactions, with low team morale. They didn’t fell integrated within the DCLK culture
What we did: Interviewed every rep and top client, rebuilt the packaging, sales motion and CRM, shifted to multi-year contracts, trained the team in consultative selling, and went on a road show, sharing the results. This helped the team by exposing them to the many teams within the company, immersing into the culture, and sharing success.
The result: Results went from 49% to 400% of quota in year 1, growing steadily at 100% YoY for 3 more years. The team had three President's Club wins.