At Cloud Analytics, a $10 billion B2B global technology company, the growing sales team in Asia Pacific was selling successfully into existing accounts, but only a small number of the sales reps were making progress with new customers. Emily, the general manager for the region, knew that if she could scale some of what these successful salespeople were doing to other new customers, she would help the company exceed its targets and gain well-deserved recognition for the team. At the same time, she had seen numerous attempts at “scaled” initiatives, almost all of which wasted time and resources and failed to deliver value. Would it be possible to effectively scale what these few winning salespeople were doing to empower the field?