Opportunity Management

• Diagnosed churn risk by product and partner, and deployed targeted fixes – visits, demos, rep training
• Scrubbed the pipeline to reflect true status and funding, cutting it 50% to sharpen focus on deals likely to close
• Activated partners sitting below volume or rebate thresholds to unlock in-quarter lift

Sales Execution

• Automated bottom-up, CRM-linked forecasts by rep, region, and customer, with risks flagged in real time
• Introduced mid-month root-cause assessment to course-correct gaps, plus an end-month retrospective to close the loop

Incentives & Enablement

• Redesigned rebate program to reward steady growth quarterly, differentiated by share position
• Tightened rep incentives to align with business forecasts
• Rolled out a product configurator to cut sales friction, alongside new stocking and truckload programs to drive volume