APPROACH

We addressed the challenge of our client by establishing a Visualforce-based goal-setting solution.

  • We worked with the corporate and regional leadership teams to identify key business metrics, which could measure the performance of sales reps
  • This was followed by the design of a baseline forecasting algorithm, which helped the regional managers identify approximate goals based on the performance of the sales reps and the region as a whole customers’ perspective
  • The solution was flexible enough to accommodate fine tuning based on managers’ experience

KEY BENEFITS

  • Our solution helped the regional leadership to allocate appropriate goals to sales reps, resulting in better attainment
  • Region managers could update goals in Salesforce and the ERP system in real time

RESULTS

  • Goal attainment increased from 87% to 96%
  • The client also witnessed a 4% increase in the overall quarterly revenue

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