ZoomInfoOur international partner's emerging markets sales teams were closing deals at a significantly lower rate than US and developed country reps, driven by misaligned messaging, operational bottlenecks, and gaps in enablement. The Chief Revenue Officer and Chief Operating Officer flagged this underperformance as a risk to the company's broader global expansion strategy, and I was tasked with leading a turnaround effort within a tight three-month window.
I began by spending time directly with the international partner and their sales leaders to diagnose the root causes of their struggles, then partnered with our sales enablement team to rebuild the go-to-market approach. This included developing a more localized playbook with updated, market-relevant messaging, restructuring the SDR-to-AE handoff process to eliminate friction, and improving communication between regional SDR/BDR and sales rep teams. I tracked progress throughout using Salesforce to ensure the changes were driving measurable improvement rather than just theoretical fixes.
The results were clear and fast as win rates improved by over 10% in less than three months, directly addressing the performance gap that had put the partnership at risk.
