Case Study: EMC rises from #13 to #1 region with Topgrading

EMC - Customer Case Study

EMC, a storage hardware solutions company, promoted Greg Alexander to regional sales manager when the region was underperforming badly. He inherited a team that was struggling, and despite his initial efforts to motivate and replace low performers, he quickly realized he was unprepared for the scale of the people issues and the region’s weak sales results.

Using Topgrading, Alexander introduced developmental planning for the entire team and conducted Topgrading Interviews, including tandem interviews, to identify who had real potential. He then built a bench of stronger candidates and replaced most of the low performers; as a result, EMC increased its A Player sales reps from 27% to 95% and moved the region from #13 out of 15 to #1 in just one year.

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