Sales Beacon | Case Study: Close More Deals by Reducing Sales Team Administrative Burden
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Sales Acceleration Case Studies

Close More Deals by Reducing Sales Team Administrative Burden

Account managers buried in administrative tasks don’t have time to talk to customers or sell solutions.

CLIENT CHALLENGE

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.

  • Account managers burdened by non-sales administrative tasks
  • Numerous inputs were needed by finance, advanced services and technology solutions that required the account manager to spend her time chasing people, rather than the order.
  • Customer was not seeing their solution going forward and was starting to look at competition

HOW WE SOLVED IT

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.

  • Coordinated entire team towards sales focus and timelines
  • Hosted weekly team status meetings to review issues, follow up on deliverables, drive action items, next steps and strategy
  • Provided daily action item reminders and weekly status updates

BUSINESS IMPACT

Account managers exceeded quota, were able to take on more accounts and improved customer relationships:

  • Sales team motivation and productivity improved due to increased selling time
  • Close rates for teams increased
  • Cost of sales was reduced due to more efficient scheduling of expensive technical and specialist resources between opportunities

“Sales Beacon’s services freed up 30% of my work week.”

— Director of IOT, Wachter

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