Cloud Solutions Provider
Implemented Sales Effectiveness Framework to Boost Productivity
Created a tailored, systematic, and scalable sales effectiveness framework to improve productivity, increasing bookings 54% over 3 years
Transforming Sales Effectiveness: A Scalable Framework for Growth
A $3B cloud solutions provider optimized segmentation, sales engagement, and performance tracking to boost productivity and drive a 54% increase in bookings.
In a rapidly evolving cloud solutions market, effective sales engagement is critical to staying competitive. This $3B cloud solutions provider faced challenges with limited customer segmentation, inconsistent sales team knowledge, and localized selling practices that hindered scalability. To address these issues, the company implemented a structured, data-driven framework to enhance sales productivity, improve customer targeting, and track performance. By leveraging advanced segmentation, purchasing pattern analysis, and real-time dashboards, the organization achieved a 54% increase in overall bookings over three years, strengthening its position in a competitive industry.
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Situation
Navigating Complexity: The Need for a Scalable Sales Strategy
Fragmented segmentation, inconsistent sales processes, and evolving industry demands created barriers to sales productivity and growth.
- Limited product and customer segmentation, with concern around data cleanliness / availability
- Specific customer solutions became complex quickly with highly configured, technical solutions
- Large sales team with varying technical knowledge (many with a short tenure) and localized practices across regions
- Needed to balance strengths with fast-paced evolution of technology and industry
Approach
Building a Smarter Sales Framework: Data-Driven Engagement & Performance Tracking
Leveraging segmentation, predictive analytics, and KPIs to enhance sales rep accountability, prioritize opportunities, and drive measurable results.
- Created a tailored, systematic, and scalable framework to improve sales productivity through account segmentation and sales rep analysis & accountability
- Developed sales engagement model through enhanced segmentation and purchasing pattern analysis to understand propensity to buy, which enabled account prioritization and cross-selling / up-selling identification
- Established KPIs, dashboards, and scorecards to measure relative margin performance and track patterns by rep to inform training needs
Sales Enablement Process
Sales Engagement Tools
Scorecard: Performance & Coaching
Dashboard: Customer Prioritization & Opps
IMPACT
Driving Meaningful Commercial Impact
Improved bookings, product mix, and accountability delivered measurable business outcomes
54%
Increase in overall bookings across 3 years
Increase in desired product mix
Implemented sales rep accountability
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