Results

Granite rolled out two initial proof of concept versions of Xegy Accelerator in the spring of 2000. The design and execution of the system has been refined significantly since then. The current results based on the application described in this presentation have yet to be realized. However, results from the first two implementations were significant.

• Within three months of implementation, the commercial sales force achieved it's goals for the first time in three years...an estimated 30% increase in revenue.
• User tracking indicates that the sales people continue to reference the system on a regular basis for assistance in sales process, specific tools, or best practices information.
• Sales managers reported time savings and higher levels of strategy and productivity.
• Account managers reported finding 80% of everything they needed to be successful within the support system.

• Attrition dropped from 75% to 16-18% depending upon the region of the country.
• The cost of orientation was reduced significantly as new hires attended a 2.5 day course after 4 weeks instead of the 5-8 day course first week on the job.
• New hires were able to achieve "A level" performance standard (revenue generation) within 3-6 months of hire. Previously the average sales person took more than a year to achieve that status.
• Managers reported using the tool as an effective hiring element to attract higher levels of talent by demonstrating a clear roadmap for success.
• Managers reported higher levels of strategic interaction with new hires while spending less time with them

Early Anecdotal Results from Brown-Forman - Xegy Accelerator

• Administrators find the system extremely easy to use and populate.
• Brown-Forman has realized value in the ability to create and refine a clear path to high performance.
• Top level executives have expressed understanding and appreciation for a performance centered approach that blends work and learning around a process.
• Brown-Forman has derived value in the reuse and repurposing of existing tools, resources, and learning modules to support productivity.
• Stakeholders have successfully populated content with no training.