Case Study: Sales Effectiveness
Are you holding your sales team accountable to pricing programs in order to ensure price realization and manage profit margins?
This cloud solutions provider experienced increased sales productivity and compliance through a systematic and scalable sales effectiveness framework.
The Challenge
A cloud solutions provider was selling complex technical customer solutions and faced limited product and customer segmentation as well as data cleanliness and availability. Their large sales team consisted of varying technical knowledge, tenure, and different regional pricing practices that led to a lack of adherence.
The Solution
We implemented a systematic and scalable sales effectiveness framework that drove increased sales and productivity through improved segmentation and account prioritization, while also incentivizing desired sales rep behavior. This resulted in a 54% increase in sales volume, process adoption, and desired product mix.
