Drawing on the broad application of the Sales Hourglass [ see Blackboard Fridays Videos 10-12 ], this case study comes from the state manager of a national business that was struggling to achieve its revenue targets.

The national business implemented a new set of KPI targets, and as one of the few managers actually achieving his lofty revenue goals my client was frustrated. This straightforward formula explained to him why the national business did what it did, and why it was frustrating him.

More importantly, we helped him to support the national initiative without needing to change what was working for him and his team, and created an opportunity for his revenue success to be applied more broadly.

If your revenue goals are out of reach, this formula will help.