Challenge your sales. teams to think. beyond quotas and incremental wins. Ambition is about defining the total potential of every customer account–assuming all barriers to growth were removed–and then committing to the portion of that potential you will pursue over the next three years.
Many sellers focus only on hitting quota instead of identifying the full revenue potential of their accounts.
Without a structured approach, sellers allow near-term blockers to shape their thinking, preventing them from envisioning transformational growth.
Sellers who stay safe or surface-level miss the strategic. opportunities that live in. harder-to-reach places. The biggest deals often require boldness, timing and the courage to compete where others hesitate.
Ambitious sellers don’t chase small wins–they pursue the full potential of every account. By thinking bigger, aligning to strategic priorities, and uncovering every opportunity to deliver outsized value, they position themselves to win larger, more meaningful deals and drive transformational growth.
Strategic sellers don’t get stuck staring at the tree–they step back to see the whole forest. Once they see the. full potential of an account–what’s truly possible–they can’t unsee it.
When sellers pursue their full account potential with courage and clarity, they position themselves to win the largest, most strategic opportunities–those others miss or deem too difficult.
Develop a planning system that transforms how your sales team sees growth. Ambition Planning helps sellers move beyond incremental wins–and play for the full potential.
Our Ambition Planning System gives sellers a structured framework to:
I. Mindset Shift – Reframe the Game
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.
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.
II. Strategic Discovery – Build the Foundation
Ambition must be grounded in insight. Sellers need to uncover the customer’s goals, strategic initiatives, and potential solution areas—mapping how and where value can be created across the account.
Ambition defines the “what’s possible”—Whitespace shows the “where.” Sellers identify untapped opportunities across departments, use cases, and regions where value can be delivered and competitors displaced.
To fuel strategic relevance and maximize value, sellers must align their Ambition to the customer’s top business priorities—initiatives that already have executive sponsorship, budget, and urgency.
III. Planning – Structure the Path
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 build phased plans to accelerate early momentum and create compounding impact.
IV. Execution & Impact – Make It Real
Once the Year 1 target is set, we take action—connecting strategic goals to specific objectives, strategies, and tactics.
Big ambitions require big justification. Sellers must clearly articulate the customer impact—quantifying ROI, business outcomes, and risk reduction—to earn investment and unlock larger deal potential.
Instead of cobbling deals to “add up to quota,” we train teams to start with the full potential–and execute toward it. Even if they fall short, they’re more likely to overachieve.
Let’s connect and explore how we can help your team overcome friction and achieve sales excellence.
