Eddie Burton, Sales manager
Which leads are worth to contact at the moment?
How to increase sales?
How is the team of sales reps performing on the field?
Eddie has one and only goal. To increase sales.
He knows how to achieve it but he needs some numbers to operate with, that will support his decisions and persuade his team and management.
Team of sales reps is doing good job but the competition is quite strong and the company needs the advantage on the market.
Department made a huge list of potential leads. It would take months to contact all of them. There is no time and sales quota must be achieved.
Eddie decides that it is time to optimize the process of sales and back it up with business intelligence data. BIView will do the right job.
From the massive list of potential leads, they wanted to find those for which there is better chance to sell. Based on previous data there is a good pattern that shows the most interesting indicators related to leads and better potential for buying. The sales team reduced number of leads and now they have a good basis for the success.
Sales team performance
Sometimes sales reps need a guidance of the ‘elderly’. One third of sales reps had problems selling on the field. Eddie was monitoring the activities of the reps. Number of leads, accounts, types of contacts, expenses. All those data from their CRM shown in BIView, gave him a direction. It helped him decide to focus on just certain types of leads and accounts. Most of the department started to use new communication channels since they found out that those are more effective.
Expenses have reduced. Sales have increased.