Sales Synergy Insights

synergies

Heading

The Head of Advisory at a consulting firm introduced a new metric to measure collaboration by tracking sales credits across all service lines. The objective was to increase the win rate of client engagements by identifying teams that go-to-market together during the sales life cycle vs ones that don't. The primary challenge was aggregating and visualizing this extensive data efficiently. The data, sourced from the CRM system, needed to be integrated with HR and location-based data while addressing data quality issues. This snapshot was essential for business unit leaders to refine go-to-market strategies. Time was of the essence, with a two-month deadline and potential for broader application pending success. Main KPIs included Sales Credits and opportunity value, and # of referrals.

Project Goal

No items found. Discover other
posts

Year

2023

Team

No items found.

Solution

To tackle this, I assembled a team and conducted a kickoff meeting with key stakeholders to define requirements, data sources, and timelines. Collaborative efforts with HR and IT ensured smooth data accessibility and alignment with business objectives, mitigating any possible delays. Utilizing Tableau, Alteryx, and SQL, we developed an automated data pipeline. Alteryx handled data ingestion and transformation, feeding into a SQL table that linked to a Tableau dashboard. Multiple wireframe iterations, co-created with stakeholders, expedited the development process.Before our intervention, the advisory leadership relied on manual PowerPoint tables, taking a week for compilation. Our interactive Tableau dashboard reduced this to a single day, offering immediate, actionable insights. Understanding the time constraints of our senior partner audience, I highlighted key business unit insights and actionable recommendations, focusing on essential data for informed decision-making. This not only satisfied the business needs but also led to a spin-off engagement with the head of risk consulting practice.

Live Preview

Next Project

Assets

TBD

TBD

Explore more projects