How to Drive Cross Functional Team Accountability
Slow response from specialized technical resources caused sales pursuits to grind to a halt, exhausting the account managers and resulting in lower revenues. Our team solved the situation by implementing a more efficient process.
The client was experiencing stalled sales due to inefficient utilization of very specialized technical solution providers. These specialists had to prioritize between numerous sales teams and were not able to support the teams they were assigned to. Often, although there would be six accounts in one city, the specialist would be brought in for one meeting at a time, rather than setting up a calendar where their time would be more efficiently used. The Regional Sales Manager asked Sales Beacon to develop a solution.
How We Solved It
Sales Beacon implemented program management guidelines and agile principles to create a more effective sales environment. Our consultants ensured the specialized technical solution providers were deployed effectively throughout the sales teams.
- Implemented project planning and tracking developed specifically for sales team support
- Developed timely and consistent communications
- Managed complex communications to stakeholder network
- Managed customer workshops and briefings
- Over $170M in sales
- Better aligned teams
- Less sales attrition