Salesforce Transformation
IT Middleware
Objective
Transition from channel partner focus to direct sales while retaining as much of current sales force as possible to ensure continuity of product and industry expertise.
Obstacles
Sales reps had limited direct, quota-carrying sales experience, and the senior management team did not have the necessary background in direct sales.
Approach
Design and institute and end-to-end enterprise sales process, with role/responsibilities, best practices and associated planning tools. Develop a sales leadership process and sales performance dashboard. Perform ongoing quarterly reviews and further training for management team.
Outcome
Sales rep productivity grew 80% year-over-year.
