Challenge – Growth constrained by operations – company desire for continued growth & forecast visibility was inhibited by lack of internal process & operations. The future sales growth goals were going to be difficult if not impossible to achieve operationally with current state internal support.

Action – Implement Sales Operations following World Class Sales Organization tenets & leverage technology

Result

• Established Sales Operations Department modeled after World Class Sales Organization
• Implemented automated CRM contracting approval process
• Achieved visibility into forecast & reporting to understand business
• 1 year increase in amendments (100%) throughput

Challenge – Unreliable Forecast – company desire for visibility and confidence in future forecast, but struggles to know month to month what will happen. Commonly able to achieve number but little strategic influence in getting there since the forecast is unreliable. Can not state for sure what the number will be or how they will get there each month.

Action – Implement Sales Operations following World Class Sales Organization tenets & leverage technology to track sales rep performance and institute regular pipeline calls and metrics to track sales.

Result

• Established Sales Operations Department modeled from World Class Sales Organization
• Moved visibility out to 90 days quickly with improved accuracy and continued expansion
• Increased pipeline as reps were tracked closer and metrics available to coach