Sales Process Optimization

The Client

  • K-12 Sales teams at a leading educational publishing and technology company.

  • Teams included Field and Inside, Core and Intervention solutions.

  • Partnership between Sales Operations, Sales Enablement and Sales Management.

The problem

  • Sales teams surveyed said they spent less than 40% of their time on customer facing activities due to inefficient processes and multiple tools they needed to get detailed customer information.

  • Sales teams were using multiple spreadsheets for tracking their customers, activities and sales history for follow-ups and targeting.

  • Salesforce was seen as a management tool instead of a tool to support the sales team in their efforts.

  • Sales management lacked key data for coaching and supporting their teams.

The Solution

  • Pilot teams were trained, and Salesforce was optimized to be the single source of customer data and activity tracking.

  • All outside spreadsheets were eliminated by enabling sales team email and task activity tracking to support follow-ups and collaboration.

  • Customer data was consolidated to the Salesforce account to provide a single source of truth and easy access for customer history and activity.

  • After pilot refinement, the full sales teams were trained on improved processes, data and KPI dashboards were rollout out.

The Results

  • Sales teams realized an immediate 8% increase in customer face time, with continued improvement over time.

  • Sales teams feel the value of Salesforce being optimized for their daily activity, along with more effective management coaching conversations due to accurate and complete data available.

  • Salesforce is the single source of truth for customer activity and data.

EducationWebsite LevelUpCRMSalesforce, Sales Process, Sales Cloud, KPIs, Analytics, Process Optimization, Sales Productivity