The client’s existing goal-setting framework was manual, standalone and not robust enough to consider dynamic factors in deciding the optimum goal for sales reps. There was no provision for the sales leadership to update goals during the business cycle. This resulted in dissatisfaction among sales-reps, as goal attainment impacted compensation and affected the client’s top-line revenue. A new goal setting Solution was required that could be integrated with the client existing CRM platform Salesforce.com and in-house EPR systems.
We addressed the challenge of our client by establishing a Visualforce-based goal-setting solution.
Our ?nal solution enabled the client to realize a reduction in churn rate by 17% and a gross incremental revenue of $150MM over a period of 12 months.
Goal attainment increased from 87% to 96%
The client also witnessed a 4% increase in the overall quarterly revenue