1. HOWTO HIT
SALES QUOTA
IN3WEEKS
lessonslearnedfrom
CorporateExecutiveBoard

2. Corporate Executive Board (CEB) is headquartered
in Washington DC and is a member-based advisory
company working with executives of top enterprise
companies globally. Every year it equips more than
16,000 senior leaders from more than 10,000
organizations across 110 countries with the insights and
actionable solutions they need to respond quickly to
evolving business conditions and transform operations.
Learn how CEB improved sales performance to hit
their sales quota, generating:
in pipeline in just
3 weeks
$3.4M
qualified sales
meetings
1,690
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3. CHALLENGE
CEB was three weeks from the end of quarter and realized they
did not have the pipeline or closed business that it would take
to hit their quota. Then, just a few days later, their quota was
increased, putting them even further behind the goal. They
needed to quickly identify & implement a solution that would
enable the sales team to focus on top priorities & eliminate
wasted time on miscellaneous tasks.
SOLUTION
Because CEB had only three weeks until end of quarter & had
a long way to achieve their goal, they needed a solution they
could implement quickly and rely on for immediate results.
They selected LevelEleven’s sales performance platform &
easily implemented the solution into their Salesforce instance.
CEB immediately started running a focused campaign around
setting appointments, a top priority at that specific time. The
campaign gave each sales rep one point per appointment
booked, or 3 points if that appointment was in a top territory.
This created a very specific focus for the reps and also made for
some friendly competition around the office.
CEB used LevelEleven to house the entire campaign,
launching live leaderboard updates, tracking the scores
of each rep on TVs around the office, sending automated
email updates to the team on a daily basis and offering
real-time popups and leaderboards in Salesforce. In CEB’s
Director of Sales Support, Heather Kuzon’s words, they let
“LevelEleven do the talking,” so she and her team didn’t
have to.
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4. RESULTS
After implementing LevelEleven just three weeks before
the end of the quarter, the CEB team was able to reduce
their sales cycle, increase revenue production significantly
AND hit their quota targets – even with the increase. Here
are the numbers:
• Saved about 4.5 hours of each manager’s time per
month by reducing administrative work
• Increased activity production by 2.3 activities per rep
per day, equaling 1,690 qualified sales meetings
• Created a total of $3.4M in pipeline (a BIG number for
CEB)
These numbers are incredibly significant for CEB for
any quarter, but especially given that these results were
achieved in just three short weeks at the end of the quarter.
Because of the immediate success, CEB was able to get buy-
in from senior management to extend their engagement
with LevelEleven and use the platform more broadly.
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5. VISION
CEB has since learned that they are able to use
LevelEleven to motivate different behaviors across
teams on a regular basis -- not just in crunch time. In fact,
CEB leadership has decided to expand LevelEleven use
to other North American teams and divisions.
“The culture it drives on the sales floor and having
something ‘always on’ that the sales management
doesn’t have to call out and promote the whole time
is key. The behaviors we at CEB plan on motivating
moving forward are key to an even more successful
future for the team.” - Heather Kuzon
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Want to hear this story in Heather’s
words? Click here to watch the video!
Schedule 5 minutes with our team, and let’s
chat about how we can help you crush your
quota!