Strategic Sales and Sales Engineering can have vastly different perspectives on an Opportunity’s chance to close.
Salesforce Strategic Dynamic Executive Dashboards
Sales can be forecasting a strong upside deal, but the Sales Engineering stage shows no SE contact on major accounts. The SE in this case, had a far more realistic technical perspective that was based on new product roadmap data from PLM vs. the RSM’s ‘gut feeling’. All of these opportunities did eventually successful close, as did over 85% of all POCs conducted by Janssen Technology.
Due to the specific and detailed comparison dashboards, senior Sales/SE management was able to make fully informed executive decisions. This was based on when, where and how to manufacture exactly the right number of scarce POC appliances to precisely meet the exceptional production demands that customer’s excitement was generating.
Details Written by Aaron Janssen Category: Salesforce Published: 03 May 2016 Hits: 12885