Pure Storage needed to solve for better participation rates, especially among 1st year reps, if the company was to continue its growth trajectory
CommercialTribe helped guide who, where and how District Managers and Sales Engineering Managers coached to improve the % of reps to goal
Across a global rollout and thousands of coaching sessions, Pure Storage moved the needle on 1st year success rates and overall participation
VP of North American Sales, Dan FitzSimons, entered FY20 realizing that the continued growth trajectory of the organization would rest on his leadership’s ability to improve participation rates and make more 1st year reps successful. Given the continued challenge of growing the sales team, the success rates were not changing year-over-year, and there were far too many 1st-year reps being left behind.
Dan raised the challenge to his leadership team; nearly all first-line and second-line leaders were new in their positions so his team needed to upskill quickly. Furthermore, there was a belief that managers were spending too much time with high tenured, high performers closing deals at the bottom of the funnel at the expense of spending time with new hires qualifying deals at the top of the funnel. As one of his leaders explained, “Closing deals is where the fun is.”
Dan rallied his leadership with the message #NRLB – “No Rep Left Behind”, and he equipped his managers with CT Connect to provide them with clarity on Who, Where and How to optimize their time to improve participation rates.
Roughly 90 District Managers (DMs) and Sales Engineering Managers (SEMs) gained access. CT Connect’s coaching recommendations guided managers on how to allocate their coaching time to new hires and core performers who stood to benefit the most.
Assessment maps were built to define the expectations for commercial success and leveraged for coaching. Maps covered all key interactions within the sales process as well as managerial interactions such as account and pipeline reviews.
The DMs and SEMs demonstrated a transition to a coaching-focused team almost overnight. Dan had a record of 700+ coaching sessions across the very first quarter of the global rollout. Using CT Connect’s Salesforce integration, Pure Storage now has a way to measure the impact of coaching on sales performance.
- Visibility into coaching activity and quality across all managers created accountability to coaching
- Coached opportunities had an average win rate that was 23.4% points above those that were not coached.
- Managers who strongly executed their coaching plans also had the largest % of sellers who were at or above plan. (Correlation coefficient = .8 )
“Prior to CT Connect, I had no way to understand how a manager was spending time across the team and whether or not they were call/deal partnering at the expectations we set out in our Field Management Process. With CT Connect, I can now not only see who and where they’re spending time, we can make real time adjustments and understand the impact.”
– Dan FitzSimons, VP US Sales
Pure Storage (NYSE: PSTG), headquartered in Mountain View, California, develops all-flash data storage hardware and software products. Founded in 2009, the company raised more than $470 million in venture capital and grew over 50% year-over-year before going public in 2015. With revenues in excess of $1.4 billion, Pure is redefining the storage experience and empowering innovators by simplifying how people consume and interact with data.