Sales Beacon | Case Study: Increase Sales by Giving Account Teams More Time to Sell
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Increase Sales By Giving Account Teams More Time to Sell

Overloaded enterprise account managers were buried in administrative tasks and unable to focus on the sale.


The Director of Sales was seeing large enterprise sales not closing in time for quota attainment. She asked Sales Beacon to come up with a solution to reduce the overwhelming workload from account managers who were pursuing these very large sales. These sales efforts can involve 30-40 people over a long period of time just to pull together the proposal. Some of the technical resources are in high demand, so what happens is the account manager becomes increasingly bogged down and non-productive. Sales stall, customer satisfaction drops and account managers become demotivated.

  • Account teams were buried in administrative tasks
  • Specialized technical resources were poorly utilized
  • Extended teams and partners were difficult to coordinate


Sales Beacon has provided this support in more than 100 sales pursuits. We have specially trained opportunity managers who streamline this process. Sales Beacon makes sure everything gets done and everyone stays accountable meaning the account managers can focus on the sale and the customer.

  • We host weekly extended team meetings to drive accountability, strategy and next steps
  • Our weekly status updating and action item follow ups make everyone accountable
  • We implement effective tracking of actions across seven tracks with multiple sales pursuits within each track


Enabled overloaded account managers to focus solely on the sale, resulting in them consistently exceeding their annual sales targets.

“Sales Beacon’s services freed up 30% of my work week.”

— Director of IOT, Wachter

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