Boost Vertical Sales By Coordinating Workflows
Lack of coordination between similar vertical accounts was causing missed sales targets.
CLIENT CHALLENGE
Individual sales managers were pursuing nearly identical sales within a vertical account, but losing opportunities due to lack of specialized resources needed to close the deals.
- Account managers’ activities not coordinated across similar accounts
- Sales efforts were duplicated across pursuits which overloaded reps
- Opportunities left on the table due to lack of coordinated strategy
HOW WE SOLVED IT
Sales Beacon drove a vertical solution to coordinate efforts and increase revenue across an industry. We implemented a strategic plan and a control process to drive sales across the vertical bringing together a large integrated team.
- Coordinated all activities of a large team of AMs across 20 vertical accounts
- Enabled overloaded account managers supporting many sales projects to focus solely on the sale
- Drove accountability, strategy and next steps via weekly status updating and action item reminders
BUSINESS IMPACT
Exceeded sales targets, increased account penetration across vertical and discovered new opportunities.
- Better use of specialized technical resources meant more customers could be served by the same number of sales people
- Team productivity increased and cost of sales reduced by e effective scheduling
- Account managers freed up to spend more time in accounts selling
- Improved team morale, reduced attrition and less burnout
“Sales Beacon’s services freed up 30% of my work week.”
— Director of IOT, Wachter
Want to Know How We Close Deals Faster?
Download Sales Beacon’s Sales Acceleration Case Studies