When territory composition varies widely and the market keeps shifting, sales professionals need more than instinct. They need a repeatable way to understand each account. This case study looks at how WLH partnered with a sales organization of about 150 professionals and field leaders to close that gap using our M.A.P.P.E.™ framework. The program walked reps through the marketplace and ecosystem they were selling into, gave them a structured way to profile each account’s business and clinical dynamics, and introduced a stakeholder mapping process so nobody walked into a call unsure of who they were talking to. Hands-on workshops and ongoing coaching turned those insights into real account plans, and field leaders stayed involved to reinforce the habit well after the initial training. Download the case study to see the full framework and the results it drove in the field.