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.
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.