Standardize Round 2

The first priority for my next organization was inefficiencies in the sales process, system, and pipeline. I initiated my time with them by conducting a comprehensive audit of sales, delivery, and success processes to facilitate a better experience for users and customers alike.

Sales improvements began with the contract execution process, by introducing an integration between Salesforce and the document execution tool, reducing unnecessary clicks and manual data transfer. The sales team was able to construct more proposals and gain traction on contracts because of these efficiency gains.

After improving the tail of the process my next priority was getting more shots on goal for our team. So I began auditing sales enablement tools. I conducted a thorough review of some top players in the space at the time; Salesforce Sales Engagement, Outreach, SalesLoft. I negotiated and decided on Outreach as a vendor and implemented this tool for my business development representatives and sales team.

The combined results of these two projects, paired with reporting metrics, actionable dashboards, and management accountability; we were able to improve Sales Velocity by 189%, yielding a 175% gain on quarter over quarter bookings.