Lucent Technologies

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Spotlight on

  • Turning an Underperforming Sales Team into a Star Team
  • Increasing Sales Exponentially
  • Mending Union Relationships

The Challenge:

Lucent Technologies, a Fortune 100 telephone and technology company, hired VSA Consulting Group, LLC, for a 4-month engagement to turn around a non-performing team of 7 sales people that had not made their quota for the last 3 years.

What Was Predictable:

The team would not make its quota for the 4th consecutive year and its relationship with the union workers who installed the products they sold would continue to be an impediment to sales.

The Breakthrough:

The team is reduced to a Manager plus 3 Account Executives (ACs) and meets its overall quota for the first time in 3 years—a quota intended for a full AC team of 10 account executives.

For the first time in 5 years, the team has 3 ACs qualify for the ”Super Producer” Club, which puts them in the top 5% of the ACs in the country.

The three ACs collect over 30% of a pool of special bonus monies set aside for 99 ACs.

The team’s relationship with the union workers alters such that the work promised by the sales team is completed on time and actually generates sales leads.

Team closes major contracts with key agencies of the City of New York.

The Sales Manager is given significant new accountabilities in the areas of Customer