Case Study

How IBM Recovered $150M in Revenue

Industry: Technology Services & Products
Company Size: Global Enterprise

IBM brings together software, consulting and infrastructure to help clients solve the business challenges that matter most.

IBM

The Challenge

Agents took 8+ months to hit quota
Average employee turnover was over 50%

The Solution

Redesigned a new-hire training program with “Just In Time” Skills
Adjusted compensation for faster wins
Helped reps hit the floor sooner with faster, higher results

The Results

$150M

Revenue regained in year 1

40%

Reduction in rep turnover

Faster Ramp

Reps hit the floor sooner with stronger results

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