The client, a provider of technology solutions for the financial world, had successfully worked with FranklinCovey’s Sales Performance Practice for some time. As a result of the superior performance other business units were achieving with FranklinCovey, its payments team asked for our help. © Franklin Covey Co. All rights reserved. A BIT OF BACKGROUND AND CONTEXT CLIENT RESULTS: increase Pipeline 3x Increased Forecasting 8-13% by Accuracy in +/- 2% +/- 10-15% The payments team sells solutions for processing checks at banks and credit unions. The team wanted to bring more discipline and consistency to their pipeline development, opportunity qualification, and forecast accuracy. The team’s pipeline was weak, with a less than 1X coverage ratio, and the client wanted to grow it to

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