When a sales cycle shortens from six months down to three weeks and sales numbers increase suddenly, people are going to take notice.
This is what was rumored to be happening in Southern California. A relatively new Associate Director of a Small Business Team in Los Angeles that had been struggling was suddenly blowing numbers out of the water.
Beginning in October of that year, the AD saw his two SMB teams in Los Angeles struggling to perform. Their numbers were down and unacceptable to him. So he decided to fix this using AXIOM's Selling Sciences sales process (SSP).