A technology major was stuck with an archaic sales information system that provided a static and inconsistent view of sales performance. The client’s senior leadership was struggling with limited sales insights leading to ineffective sales monitoring and interventions. The system was a bottleneck to the account management, new solutions development and proactive churn management. The client turned to Grail for help building a contemporary solution to measure sales efficacy and enable decision making.
We believe the key to finding effective sales insights is a comprehensive sales analytics framework. As a first step, we undertook a comprehensive audit of all information streams related to the client’s sales and account management system. To see the view from above, we had brainstorming discussions with senior management and sales leadership to understand what ‘actionable analysis’ looks like to them. We then created a predictive sales analytics dashboard that provided bespoke insights in real time. The system was robust, leveraging the client’s CRM system, SAP, accounts database and other syndicated data sources (1,500+ variables were evaluated, and later aligned to 500+ most critical variables) to develop an interactive meta-data based dashboard powered by Tableau/Power BI. The business dashboards had an in-built recommendation engine and predictive scoring algorithms, for accurate decision feed. These dashboards supported a deep understanding of the win-loss ratio for each account, facilitated account managers in cross-selling, upselling, and developed customized and competitively priced tech solutions for their end clients.
Exactly what the client needed: time on their side. Our solution offered a multifaceted interface for different business segments reducing turnaround for reports by 80%, providing real time insights to activate sales. The platform helped reduce the number of requests to the data teams by 50% and the initiative witnessed 100% sales participation within first 3 months.
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