Transform the Salesforce — Thornbury's Digital Mandate
A four-round, advanced commercial-transformation simulation set inside Thornbury Industrial Supplies Ltd., a £148M UK B2B distributor of MRO…
About this simulation
Sales-leadership simulation for MBA Track 3B. You are CRO Tomás Beltrán at CoEditor.io. After a 22% Q3 board miss, lead independent director Mara Lindqvist has given you 60 days to design a calibration system the board can underwrite.
Allocate quarterly leadership bandwidth across five system components — comp-plan reform, stage-gate evidence, dot-grading, AE calibration scorecards, Tetlock training — and choose your coaching protocol and board posture across a two-year build window. The simulation tests for the canonical CRO mistakes: treating forecast accuracy as Sales Ops, public-shaming the AE base, and over-promising next-quarter accuracy.
Who it is for
An advanced simulation for participants used to working with the main frameworks and trade-offs of the subject, designed for executive education and experienced professionals.
How a session runs
- The instructor creates a session from the Eureka dashboard and invites the participants.
- Participants play 8 rounds. In each one they submit their decisions and the simulation calculates the results.
- The simulation can be run in English, Español.
- The instructor follows each participant's progress and results from the dashboard, and uses the class results for the debrief.