CRM was viewed as a roadblock, with too much manual data entry required and little value in return for sellers.
Inconsistent sales practices and intuition-based decisions resulted in unpredictable forecasts.
Silos across sales and marketing made it difficult to know which pipeline generating activities to focus on.
Streamline processes to minimize data entry and give reps more time to sell.
Create consistent sales motions to drive more predictable revenue outcomes.
Operate as one GTM team and identify key growth areas to build new pipeline.
"We never had the objective data to determine the true close likelihood. Now, commit numbers are based on a factual and less emotional sales process."
Director of Sales Operations