Sales Beacon | Case Study: Transforming Salesforce into an Integral Team Forecasting Tool
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Transforming Salesforce into an Integral Team Forecasting Tool

The manual sales forecasting process cost millions of dollars in lost sales productivity annually. Salesforce adoption was low across all levels. Sales Beacon re-engineered the entire process, which included changes to Salesforce, extensive sales force and leadership training.

CLIENT CHALLENGE

A manual, weekly sales forecasting process was costing millions of dollars in lost sales productivity annually.

  • Onerous, duplicate, heavily manual forecasting process
  • From account managers to senior VPs, a day a week out of the field every week
  • The CRM in place was not being used

HOW WE SOLVED IT

  • Interviewed the field team, tagged pain points, drafted a possible solution
  • Solution required Salesforce.com changes and required buy in from senior stakeholders to re-train the entire sales force
  • Executed the solution (6 months), retrained the sales force and implemented a comprehensive change management strategy

BUSINESS IMPACT

Increased productivity by one-half day for every person in the sales organization.

  • Streamlined the process and transformed it from reporting numbers to talking business
  • Drove Salesforce.com usage, leading to better business intelligence and pipeline reporting
  • Estimated savings: 1 day for every person in the organization in the millions per year
  • Estimated revenues: $10M+ (more time to sell and focus on the business)

“I wish we had Sales Beacon on every account. They have a big impact on our success.”

—Practice Advisor, Fortune 500 Enterprise