Slow response from specialized technical resources caused sales pursuits to grind to a halt, exhausting the account managers and resulting in lower revenues.
The client was experiencing stalled sales due to inefficient utilization of very specialized technical solution providers. These specialists had to prioritize between numerous sales teams and were not able to support the teams they were assigned to. Often, although there would be six accounts in one city, the specialist would be brought in for one meeting at a time, rather than setting up a calendar where their time would be more efficiently used. The Regional Sales Manager asked Sales Beacon to develop a solution.
Sales Beacon implemented program management guidelines and agile principles to create a more effective sales environment. Our Sales PaaS Specialists ensured the specialized technical solution providers were deployed effectively throughout the sales teams.
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.
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.
Enabled overloaded account managers to focus solely on the sale, resulting in them consistently exceeding their annual sales targets.
Lack of coordination between similar vertical accounts was causing missed sales targets.
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.
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.
Exceeded sales targets, increased account penetration across vertical and discovered new opportunities.
Account managers buried in administrative tasks don’t have time to talk to customers or sell solutions.
Account teams were slow to close complex sales opportunities due to administrative burdens. This was causing missed revenue targets and impacting morale throughout the sales organization. The customer had agreed to purchase; the issue was getting all the details finalized so the customer could sign the final statement of work.
Sales Beacon’s consultants implemented a cohesive program to reduce overhead burden in complex enterprise sales pursuits. We offloaded the people and details problems from the account rep and focused on escalating issues and ensuring that scarce technical resources were well coordinated to provide support.
Account managers exceeded quota, were able to take on more accounts and improved customer relationships:
Lack of coordination meant account managers had difficulty accessing pre-sales support they needed to close the deal.
The prospecting process was not yielding the close ratio expected by senior management.
Applying communications and change management strategies in addition to streamlining the enterprise prospecting process resulted in substantial increases in market share.
300% return on investment since program initiated.
Sales Beacon’s team evangelized a new telecommunications service to the client’s staff and customers, generating over 65% of closed deals in 2016.
A leading telecommunications client added a new service to their solutions portfolio, but were challenged educating their sales force and responding to client demand.
Sales Beacon provided a dedicated team focused on knowledge transfer and saved countless deals that the overburdened client could not cover. We educated sales managers and customers on the new solution and saved sales that would have been lost.
Sales Beacon spread awareness about the new solution internally and externally. Sales Beacon directly generated $1.3 million in revenue for the client from the deals closed by our team.