Challenge sales teams to think beyond quotas and incremental wins. Ambition is about identifying the total potential of every customer account – if all barriers to sales growth were removed—and then selecting the portion of that potential we will play for over the next three years.
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Without a structured approach, sellers allow near-term blockers to shape their thinking, preventing them from envisioning transformational growth.
Without systematically exploring how to align solutions to customer needs, sellers fail to capture the full potential of an account.
If you could sell 100% of every possible solution to this customer, what would that look like?
What would have to be true for you to sell 2X, 5X, or even 10X more to this account than you do today?
By setting a three-year horizon, we remove immediate blockers that limit strategic thinking.
The total potential revenue opportunity if all obstacles are removed.
Rather than attempting to capture 100% of the total Ambition immediately, we define a realistic but aggressive target for the next three years.
Instead of relying on a late-stage "hockey stick" growth curve, we structure progress:
Rather than piecing together just enough deals to hit quota (a bottom-up approach), we train sellers to play for Ambition (top-down)—knowing that even if they fall short, they will likely overachieve on quota.
Once the Year 1 target is set, we take the selected portion of the three-year Ambition number and build it into a Strategic Account Plan, ensuring a structured, accountable approach to achieving ambitious growth.
By setting bold but achievable targets and executing with discipline, sales teams move beyond small, incremental deals and into transformational account growth—unlocking maximum value for both their company and their customers.
Let’s connect and explore how we can help your team overcome friction and achieve sales excellence.
