Case Study: Pure Storage achieves measurable improvement in sales manager coaching and pipeline review effectiveness with CommercialTribe

How Pure Storage Structures Sales Manager Enablement to Accelerate Growth

Pure Storage, a leading enterprise data‑storage company, grew rapidly and found its frontline sales managers were promoted into roles without consistent, formal management processes. With managers focused on late‑stage deals under short‑term pressure, leadership — led by Dan FitzSimons and Soo Masson — needed a repeatable way to professionalize coaching, build early‑stage pipeline discipline, and drive long‑term team development.

They implemented Jay Tyler Consulting’s Leading Sales Excellence workshop to teach a prescriptive Field Management Process and used the CommercialTribe platform to assess real pipeline review behaviors. Managers recorded reviews, received baseline scorecards, practiced for a month, and resubmitted recordings; 60% improved overall, 100% mastered core coaching attributes (feedback, rapport, mentorship), and 90% showed mastery in active listening, pressure testing, specificity, and action‑setting — delivering measurable, sustainable gains in pipeline health.

Pure Storage

Dan FitzSimons

U.S. VP