Pipeline Insight Case Study: RICHARDSON
Company Size
1,000+
Region
- America
Country
- United States
Product
- Pipeline Insight
- Salesforce.com
Tech Stack
- Sales Analytics
- Data Filtering
- Forecasting Tools
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Cost Savings
- Customer Satisfaction
- Productivity Improvements
Technology Category
- Analytics & Modeling - Predictive Analytics
- Application Infrastructure & Middleware - Data Visualization
- Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries
- Professional Service
- Software
Applicable Functions
- Business Operation
- Sales & Marketing
Services
- Software Design & Engineering Services
- System Integration
About The Customer
Richardson is a global sales training and performance improvement company that collaborates with some of the largest and most sophisticated companies worldwide. The company specializes in creating tailored solutions that align with each client's unique culture and situation, helping them execute business strategies through their sales force. Richardson's expertise lies in preparing organizations to achieve business objectives by enhancing their sales strategies. The company is known for its deep understanding of sales behaviors and its ability to provide actionable insights that drive performance improvements.
The Challenge
Richardson needed deeper and faster insights into its own sales performance metrics to win more opportunities in a competitive environment. Conversion metrics were particularly important, and the Sales Operations department was tasked with providing quarterly data for tracking, which took several days each quarter. Additionally, Richardson wanted better monitoring of its sales force at both individual and team levels, requiring greater visibility into sales behaviors and results. The company needed an information system to better determine its performance and identify areas for coaching and improvement.
The Solution
Richardson implemented Pipeline Insight, a behavior-based sales analytics tool, to enhance its view and management of the sales process. This tool provided greater insights into the behaviors of its sales force and how they manage opportunities at every stage. The information gathered allowed management to coach for improved performance. Pipeline Insight also contributed to data integrity, building greater confidence in forecasts through operational checks and balances. New functionalities were added to Pipeline Insight, enabling Richardson to filter data and reporting as desired, such as filtering opportunities by unit or stage. The tool also helped in tracking commitments, aiding in forecasting and driving desired behaviors throughout the sales force. Richardson could monitor various types of opportunities in its pipeline, including new prospects, existing clients, forecast or committed opportunities, and lead sources.
Operational Impact
Quantitative Benefit
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