Case Study: Implementing a Balanced Score Card Helps Executives Target Strategic Sales Growth | Sales Beacon
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Business Intelligence Case Studies

Implementing a Balanced Score Card Helps Executives Target Strategic Sales Growth

Our Sales Intelligence consultants transformed manual, inconsistent reporting into enterprise-wide business insights.

Client Challenge

Sales leadership needed an easier way to understand trends in goal attainment across all territories and product lines in order to make decisions on territory alignment and sales incentives.

  • Worked with sales leaders to identify what data they needed in what formats from which sources
  • Needed a way to have quickly understand if sales were promoting the solutions and products that the management wanted them to focus on
  • Required reports to make decisions about motivating the sales force to win against intense competitive behavior

How We Solved It

Leveraged existing sales data by developing an enterprise-wide balanced score card that implemented a stacked ranking leaderboard across all key strategy categories

  • The Balanced Score Cards stack rank teams based on goal attainment and progress in key strategic go-to market efforts
  • Created reports that were not available in the system from data sources not previously integrated
  • Extracted data from various sources to create dashboards and reports in Excel
  • Engagement running successfully for 8 years – several incremental updates to the reporting system to align with changing go-to-market strategies

The Business Impact

The Balanced Scorecard was adopted by sales leadership as a key sales reporting and sales force motivation tool.

  • Dashboards are utilized by everyone in the hierarchy for decision making
  • Balanced Score Card drives competition within the field
  • Allows Sales Leadership to steer focused effort in business areas where management wants to see strategic sales growth