Impact Study
NetApp wanted to supercharge their
largest accounts to grow market share.NetApp wanted to supercharge their largest accounts to grow market share.
largest accounts to grow market share.NetApp wanted to supercharge their largest accounts to grow market share.
Only 42% of NetApp’s Global Account Managers (GAM) were achieving their quota.
“Let’s find what’s working best – and roll it out across the company.”
Glen Lally / NetApp
Global Senior Director
of Sales Enablement
Global Senior Director
of Sales Enablement
We built 5 steps to success and coached 50 GAMs through change, boosting GAM quota attainment to 88% the very next year.We built 5 steps to success and coached 50 GAMs through change, boosting GAM quota attainment to 88% the very next year.
Quotas weren’t
being met.Quotas weren’t
being met.
being met.Quotas weren’t
being met.
Less than half of global Account Managers were achieving 100% of quota.
Sales data wasn’t
being collected.
being collected.
Lack of sufficient data to make informed enablement decisions.
No consistency in
sales approach.
sales approach.
A lack of consistency in capability, experience and sales approach.
OUR SOLUTION
Sundial worked in partnership with Berkeley
College to help NetApp acquire and embed
the new skills and behaviours required to
enable sales growth.Sundial worked in partnership with Berkeley College to help NetApp acquire and embed the new skills and behaviours required to
enable sales growth.
College to help NetApp acquire and embed
the new skills and behaviours required to
enable sales growth.Sundial worked in partnership with Berkeley College to help NetApp acquire and embed the new skills and behaviours required to
enable sales growth.
Initially our role was to act as a catalyst for the self awareness that change was necessary and that people had potential to grow.
After diving deep into what their ambitions were, we delivered the following services to prepare the Global Enterprise Managers to maximise their learning during Berkeley’s academic component of the program.
After diving deep into what their ambitions were, we delivered the following services to prepare the Global Enterprise Managers to maximise their learning during Berkeley’s academic component of the program.
Personal
Development Plans.
Development Plans.
We helped each delegate to construct a personal development plan that supported the program goals, aligned with their managers expectations and met with their own levels ambition.
Team Effectiveness
Training.
Training.
Using time tested team effectiveness training we provided key teams with new communication strategies that opened them up, bonded them more strongly and helped to create an environment where people could share successes and failures so the whole team could learn and develop faster.
Account Planning
Workshops.Account Planning
Workshops.
Workshops.Account Planning
Workshops.
We helped each delegate to construct a personal development plan that supported the program goals, aligned with their managers expectations and met with their own levels ambition.