CASE STUDY

We’ve had great success helping clients who were experiencing flat or decreasing revenue performance – what can we do for you?

 

Client Testimonial: “ClearWater Performance Group facilitated major organizational change for us. Over the past several months they have helped me and my team generate positive and meaningful revenue results in these challenging economic times.”
       - Director of Sales for major U.S. Radio company

Situation

Sales revenue had been down year over year, staff was de-moralized and complacent, low level of belief in their ability to “win” again and get back to previous performance highs

 
• Recruiting talent was increasingly challenging
• Loss of Key Account revenue added to already diminished overall ad spending
• Hadn’t achieved budget or outpaced market in over a year.

 

Objective

Create a cultural turnaround designed to energize and engage the workforce while achieving budget and comp goals

 
• Develop clear goals with the intention of exciting the workforce and gaining their commitment
• Create a sense of urgency and high level of accountability

 

Initiative

95-Day Accelerated Performance ProgramTM, On-site one day session with Leadership team. The outcomes were:

 
• Clarified/prioritized key goals
• Created time-specific Action Plans
• Designed workforce rollout to drive early engagement
• Developed 13-week individual performance coaching plans for senior team

 

Results

Achieved budget estimate, gained additional market share, outpaced market for 3 consecutive months; all in 95 days. Since then:

 
• Q2 pacing up by + 15
• Millions of dollars in revenue from new account development
• Millions of dollars in Key account revenue growth
• Successful recruiting of “A” talent, as new culture drove turnover of low performers
• Q3 pacing + 24 points as of June 2010