Case Studies
Management Assessment and Development Case Study

Situation: a client in a niche industry was struggling to develop a sales staff.  After three years of turnover and frustration Accountability Partners was engaged to assess the underlying dynamics. 

Solution: What we uncovered was a classic case that mirrored a situation from Larry Bossidy's book Execution, The Discipline of Getting Things Done. That is, we found an organization with the passion, desire and market opportunity, but lacking the foundational work needed to build and maintain a successful sales staff. 

We helped the client develop its leadership infrastructure, hire the right staff, and implement training programs that could be measured and constantly improved.

Success Stories

"When we lost our VP of sales, Accountability Partners came in, steadied the ship, and brought a set of best practices which we would never otherwise been aware. They assisted us in the recruitment and have provided on-boarding services to ensure the new VP's successful integration into the company."  - President, Development Company


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Sales Management Case Study

: A Chicago-area custom software developer needed help formalizing sales operations, as well as assistance leading a sales team that had passion but lacked business savvy and expertise.

Solution: Company hired Accountability Partners to develop a sales operation guide, as well as refining the team's sales strategy and then leading the sales team. Within six months, the team was re-energized and sales at the firm had doubled.
Management Mentoring Case Study

Situation: IT consulting firm had a star sales performer that it was reluctant to promote to a sales manager. You know the old maxim...."those who can sell do, and those that can't .. they become managers."

Well in this case the maxim was wrong, badly wrong. The company was losing out on an individual with great knowledge, passion and work ethic. And the sales star was losing out on using her experience and increased maturity. Everyone was losing - the sales star and her company. 

Solution: We assessed her willingness and ability, coached her on the changing dynamics (i.e. different measures of success, different compensation structure) and developed a plan to train, coach and develop her. She now leads the sales department - to the benefit of the owner, the company, herself and the sales staff.
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