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

Our Enterprise Sales Support transformed previously overloaded enterprise account managers who were buried chasing approvals and administrative tasks.

CLIENT CHALLENGE SOLVED!

The Director of Sales was seeing enterprise reps not closing deals in time to make quota. Her colleague recommended Sales Beacon to speed things up by offloading non-sales workload from her account teams.

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

Sales Beacon took over tracking and gaining approvals for special configurations, partner enhancements and financing. This meant dealing with – and organizing – deliverables from over 30 people. The previously bogged down and non-productive account reps transformed back into high performers and were able to take on more customers as a result.

Sales Beacon gave account teams back time to sell.

HOW WE SOLVED IT

Sales Beacon has freed up at least 10 hours/week in more than 100 sales pursuits.

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

BUSINESS IMPACT

Sales Beacon let account managers focus on sales by giving them back over a day a week. This resulted in them consistently exceeding their annual sales targets.

“With Sales Beacon, revenues went from $7.1M to $10.3M per salesperson – a 45% increase.”

— Director of Sales Operations, Fortune 500 OEM