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Created Salesforce Solution to Improve Telco’s Enterprise Funnel

Developed Salesforce solution to improve enterprise lead capture, align incentives to drive enterprise wins, increase collaboration across channels, and utilize gamification to fuel the right culture.

Problem

Telco channels were strategically misaligned. Top of funnel channels were not generating leads and lead drop out was significant due to lack of cross-channel collaboration.  There were no mature processes or digital tools to address these gaps.

Approach

Specialization –

Built Salesforce collaboration hub to enable retail/inside sales channels to more effectively capture and hand off leads to enterprise account executives.  The hub saved retail/inside channels time by auto-populating as much of the lead form as possible.

Motive Alignment –

Developed sales operation engine to track dual credit compensation, ensuring that lead generators (retail/inside channels) and lead closers (enterprise AEs) were rewarded.

Deal Tracker –

Built innovative deal tracker that enabled lead generators to see enterprise leads mature after hand off.  This created excitement around enterprise leads and increased retail/inside channel enterprise lead generation.

Gamification –

Created gamification capabilities that encouraged local enterprise account executives to work with retail/inside channels.  Assigned regional cross-channel teams and built a point system to stack rank teams.  Led to friendly team competition, broken down channel siloes, and superior lead pull-through.

Executive Dashboard –

Developed executive dashboard to assess effectiveness of gamification initiatives at the region, team, and individual level. This included ability to view incremental improvements as different gamification levers were pulled.

Results

46% Increase in Enterprise Leads
29% Reduction in Enterprise Lead Drop Out

© 2024 Frontline 1st LLC.

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