Re-Energize CloudMetrics' Remote Sales Team During Its Enterprise Pivot
Overview
What this challenge is about.
Design a 90-day motivation plan for a remote SaaS sales team pivoting to enterprise. Use theory and team data. Earn a verifiable certificate.
The scenario
CloudMetrics sells analytics dashboards to mid-market software companies and, after four years of self-serve growth, is moving up-market to land larger, negotiated enterprise contracts. The entire 40-person company works remotely across several time zones, and the roughly 14-person sales team has never run sustained outbound prospecting.
The Brief
What you'll do, and what you'll demonstrate.
How can a fully remote sales team be motivated to adopt an unfamiliar enterprise selling model and recover performance during a strategic pivot?
Earning criteria — what you'll demonstrate
- Diagnose a team's motivational state using an established motivation theory and observable evidence
- Design interventions that fit the constraints of a fully remote, distributed workforce
- Craft change communication that builds buy-in for an unfamiliar operating model
- Translate motivation and performance goals into trackable indicators
- Sequence a realistic 90-day plan with clear milestones and ownership
Program Fit
Where this fits in your program.
Sharpens the same skills your degree expects you to demonstrate.
Aligned coursework coming soon.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
- Motivation Theories
Apply motivation theories to solve real industry problems and demonstrate production-level capability.
- Remote Team Management
Apply remote team management to solve real industry problems and demonstrate production-level capability.
- Change Communication
Apply change communication to solve real industry problems and demonstrate production-level capability.
- Goal Setting
Apply goal setting to solve real industry problems and demonstrate production-level capability.
- Coaching
Apply coaching to solve real industry problems and demonstrate production-level capability.
Careers
Career paths this challenge builds toward
Completing this challenge demonstrates skills that transfer directly to these roles:
Sales Manager
Leading a sales team through a model change is the core of frontline sales management. This challenge builds the diagnosis, goal-setting, and coaching habits a manager uses to lift a struggling team and align it with company strategy.
This challenge sharpens
- motivation-theories
- goal-setting
- coaching
Sales Enablement Lead
Enablement leads equip remote reps with new skills and messaging during transitions. The work here of designing interventions and a communication cadence for a distributed team mirrors how enablement drives adoption of a new selling motion.
This challenge sharpens
- remote-team-management
- change-communication
- coaching
People & Change Manager
Change managers move organizations through strategic shifts by addressing motivation and communication. Diagnosing morale and sequencing a 90-day adoption plan is exactly the change-management craft this role demands.
This challenge sharpens
- change-communication
- motivation-theories
- remote-team-management