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. These specialists would fly into one city, meet with one account, then fly to another city to meet with another account – rather than having a coordinated calendar for each city.
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