Improving Revenue Predictability and Operational Agility

Key Challenge: Many organizations struggle to adapt key sales processes as their business evolves. Our client, a defense industry IT contractor, saw some missed opportunities in their sales organization and sought some needed direction on both tactical improvements as well as ensuring long-term adoption. Like others, common obstacles such as data quality, organizational alignment, and varying methodologies made pipeline management and revenue forecasting a major challenge.

Solution: HIKE2 was able to quickly develop a tactical plan to address the challenges at hand by developing 4 core tenets that would drive change. 

• Standardize the pipeline review process to make Salesforce opportunity management and forecasting processes more efficient
• Equip leadership with reliable insights for strategic planning and resource allocation by improving reporting capabilities.
• Empower users to focus on high-impact activities by redesigning opportunity page layouts, and to streamline the end-to-end experience to reduce the time spent on administrative tasks. 
• Conduct training sessions to ensure maximum adoption and success