Sales Beacon | Case Study: Use Smartsheet for Industry-wide Pipeline and Sales Status
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Use Smartsheet for Industry-wide Pipeline and Sales Status

Use Smartsheet for Industry-wide Pipeline and Sales Status

Even though the Federal Business Development team is an extension of enterprise sales, they were not able to add and track deals in the client’s Salesforce system. Sales Beacon implemented Smartsheet dashboards with consistent formats to track deals, which means the leadership team has on-demand access to pipeline and sales status.

CLIENT CHALLENGE

Without a consistent way to track deals and activities, each team member was using their own methods. This made consolidating information and comparing sales results challenging and time-consuming.

Not having an easy way to give the leadership a clear overview of their efforts, the team was in jeopardy of losing key stakeholders when leadership reviews came around. Quarterly updates to the leadership team were incredibly difficult and often missed the mark in terms of clarity.

Everyone was frustrated with the lack of consistency.

Customer-Strategy-Dashboard

HOW WE SOLVED IT

The client needed a consistent way to track all activities, projects, and programs. By implementing an online solution in Smartsheet, Sales Beacon was able to solve this issue by:

  • Creating a series of dashboards to give the client and leadership team a real-time view into what everyone was working on
  • Creating different trackers within Smartsheet to be managed by team members
  • Developing training and communications to make it easy for everyone to understand

BUSINESS IMPACT

The Smartsheet dashboards implemented by Sales Beacon have completely streamlined reporting. They have consistent formats to track deals, which means the leadership team has on-demand access to pipeline and sales status. They have a clear view of the Federal Business Development deals and activities that is constantly updated.
This has resulted in the following outcomes:

  • Gives them an up to date view that shows who is doing what and how it impacts the business — something they never had before
  • Saves them countless hours of their own tracking and frees up time for them to do more “selling” and less administrative work
  • Quarterly updates are now done using the dashboard, eliminating the need for large, time-consuming PowerPoint decks that become obsolete quickly

“Sales Beacon has been a critical element of our success!”

— US Regional Sales Vice-President, Fortune 500 Enterprise