$1B+
Global Semiconductor Broad Line Firm
Reimgage Sales Lead Generation and Opportunity Tracking Pipeline to Improve Revenue Funnel and Conversions
CRM Set Up Poor and Dynfunctional
CRM Configured Poorly with Low Training of Sales Team; CRM Out of Date
No Formal Stage Gate Process on Opportunities
Company Has No Gates In Opportunity Management Funnel with Defined Probabilities to Understand Gross and Probable Revenue
Critical Questions
How Can SemiCo Transform Its Sales Lead, Opportunity Management, and Commission Structure to Improve Lead Flow and Opportunity Conversions?
How Are Leads Generated Today?
Where Are Leads Captured?
Are Leads Scored? If so How?
How Is the Opportunity Funnel Defined Today?
How are Commissions Paid for Opportunities and Leads?
Answers and Outcomes
Adopt Best Practice in Lead Management, including score of leads based on statistical model
Restructure Opportunity Funnel with Probability of Win Metrics at Each Gate
Recast Commissions Plan to Pay Based on Leads and Opportunities for Key Accounts (in addition to meeting revenue goals)
Adopt Salesforce as New CRM and Retire Older Platform.
Adopt New Tableau KPI Dashboards for Sales Team.
Complications
Training Needed on New Salesforce and New Process
Training Needed on New Sales Commissions
New KPIs Needed and Automated for Sales Team
