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Big sales organisations with large geographical coverage and changing markets often face the challenge of being able to measure key indicators in a homogeneous way. Sales management has the task of measuring and validating a pipeline and getting the whole organisation on board in development and work going forward. One company that has used Business Intelligence shares the benefits of working in a data-driven way here.
The challenge consisted primarily of time-consuming work gathering information from several units and sources, such as CRM systems and Excel documents. Spending time on administration meant that sales management could not focus on driving sales. Furthermore, the data collected was unreliable, as it was no longer up to date by the time it had been compiled.
Another factor that drove the company towards a more efficient solution was the goal of increasing the company’s net sales. Were sales staff focused on acting within the right areas, where demand was highest, and how do you set goals for sales work at the individual level? How could you produce a reliable forecast of future revenues using the data available in the company’s CRM system? Many questions and challenges were discussed together with Nordlo in order to find answers through a Business Intelligence setup linked to visual dashboards.
”Carrying out a pilot project enables us to take corrective action and remodel as required at an early stage”
Together with Nordlo, a feasibility study was conducted in which we conducted a thorough review of needs, purpose and commercial benefit. A project plan was produced to achieve the desired situation from the situation in which the company found itself at present. Together with a project group of representatives from sales management and other managers at the company, information sources were collected and tests were conducted to make sure that the outcome would meet expectations.
“When setting up a dashboard, we use an agile work method, involving interim deliveries at short, iterative intervals. We maintain a close dialogue with the customer at all times, in which the customer tests, analyses and constantly presents input for improvements. The ultimate aim is that the data produced is relevant and together we produce the right KPIs. Carrying out a pilot project enables us to take corrective action and remodel as required at an early stage,” says Claes Johansson, Development Manager at Nordlo.
After the pilot project came a launch and follow-up with the whole sales organisation, in order to make sure that the tool was being used correctly and providing value to both sales management and individual sales representatives in their day-to-day work. The outcome was a user-friendly report containing real-time data that can be viewed in different verticals to show what the balance is right now.
Feasibility study and project plan
Launch for sales organisation
Visual dashboard with real-time data