CONTACT TODAY TO GET YOUR FREE INITIAL CONSULT SCHEDULED WITH AVO SOLUTIONS
CASE STUDY #4:
INDUSTRY: Multinational Technology Company
When Sales Teams Are Set Up to Fail
How we reset expectations and rebuilt confidence for a struggling global sales team.
A global sales team of 100 professionals was struggling with schedule delays, disruptive processes, and unclear business outcomes. We discovered the original implementation plan lacked change management best practices, leaving the team frustrated and clients dissatisfied.
DISCOVERY:
The sales team was caught between unrealistic expectations and unclear processes. Schedule delays and disruptive implementations left clients dissatisfied and the sales team struggling to meet targets.
the challenge:
ALIGNMENT:
We educated the client on the reality and complexity of their implementation challenges. Our Gap Assessment revealed gaps in organizational culture and change management practices that were undermining success.
the approach:
Using our Business Alignment Model and Communication Platform Adoption framework, we partnered with both sales and implementation teams to align expectations with reality. We focused on rebuilding confidence through clear processes and realistic goal-setting.
Implementation focused on collaborative readiness:
IMPLEMENTATION:
Developed a customized collaboration readiness assessment.
PHASE 1:
Created adoption strategies focused on user acceptance and business value.
PHASE 2:
Established realistic implementation expectations aligned with business impact.
PHASE 3:
THE TRANsFORMATION:
The team moved from reactive crisis management to proactive client engagement. By understanding the complexity of their challenges, they could set realistic expectations with clients and deliver consistent results. Customer satisfaction scores improved as the team regained confidence in their ability to deliver.
MEASURED RESULTS:
Realistic Implementation expectations aligned with business impact.
Increased customer satisfaction scores.
Shortened sales cycle through better expectation management.
MEASURED RESULTS:
Improved client stakeholder engagement and project ownership.
Rebuild confidence through clear processes and realistic goal setting.
When you measure what matters, realistic expectations and sustainable processes, you get teams that can actually deliver.
