Case Studies
Incredible Performance in Sales
Published on: 31 July 2024
The head of Sales had set a quarterly target of securing purchase orders worth Rs Eight crores in Q4.
Arjun had never obtained purchase orders of this magnitude; this target seemed absolutely impossible to Arjun. However, as a participant of a six-weeks program on Causing Incredible Performance, Arjun boldly set a goal of a staggering Rs 17.5 crores in just six weeks.
With steely determination and unwavering focus, Arjun embarked on his mission. While he applied all the ten Action Principles of the CIP Framework, one action of the Action Principle “Execute With Ruthless Focus” made his dream come true. This action was “Act on the really important result.” The really important result he focused on was an opportunity of over Rs 15 crores from a single customer. Despite several odds, Arjun got this order. Along with other smaller orders, Arjun completed the six weeks with purchase orders that were worth a total of Rs 20.4 crores!
Rejects a Low Target!
What is also heartening was what he did when the next years goals were set: he refused the quarterly targets set for him saying that they were too low!
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