The firm’s sales leaders had limited data visibility and struggled to meet revenue targets. The organization faced several critical challenges that were preventing them from achieving their revenue goals:
Manual, Time-Intensive Reporting To monitor their sales pipeline, leaders ran manual, time-intensive Excel reports that consumed valuable time and delivered outdated insights.
Lack of Defined Metrics The larger sales team had no clearly defined metrics and processes, creating confusion about performance expectations and accountability.
Low Reporting Adoption The resource team rejected reporting results due to inconsistencies and lack of trust in manually compiled data, preventing organization-wide alignment.
Missed Revenue Targets As a result, leaders struggled to progress against key revenue targets and annual performance goals, creating uncertainty and missed opportunities.
No Real-Time Visibility Without real-time pipeline data, sales leaders couldn’t make proactive interventions or course corrections when deals showed warning signs.
Limited Planning Capability The absence of reliable historical data and forecasting tools made it difficult to plan for future quarters and set realistic targets.
This client approached Blue Margin (BMI) for expert help implementing Sales & Pipeline Reporting. They needed real-time data to power top-line revenue growth.
Rapid Development Approach In response, BMI executed a rapid design and development engagement, partnering with the client to quickly wireframe necessary report pages, extract and load data from their data sources, and build an Azure data warehouse to support Sales, Pipeline, and future reporting.
Fast Time to Value The project took 10 weeks from kickoff to completion. Sales & Pipeline Reporting deployed by the start of Q4, well-positioning the client for planning and forecasting sales for the next year.
Comprehensive Sales Dashboards Developed custom dashboards that provided visibility into the full sales pipeline, from lead generation through close, with drill-down capabilities for detailed analysis.
Azure Data Infrastructure Built an Azure data warehouse to centralize sales data and support both current reporting needs and future analytics requirements.
Defined Metrics and KPIs Established clear, consistent metrics that the entire sales organization could understand and rally around, creating shared accountability.
User Training and Adoption Partnered closely with sales leadership and representatives to ensure buy-in and effective use of the new reporting capabilities.
Through working with BMI, the client achieved significant improvements in sales performance and organizational alignment:
United Sales Organization United their sales team around key revenue targets and annual performance goals, creating clarity and focus across the entire sales function.
Enhanced Performance Management Gave sales leaders and reps data visibility to monitor and manage job performance, enabling both accountability and proactive coaching.
Organization-Wide Buy-In Created buy-in across the sales function, powering employee accountability and job ownership through transparent, reliable metrics.
Real-Time Decision Making Real-time pipeline visibility supports decision making, allowing leaders to intervene proactively when deals need attention or resources need reallocation.
Performance Monitoring Sales leaders can now monitor individual and team performance against targets, identifying top performers and those who need additional support.
Strategic Planning Enablement Q4 deployment positioned the client perfectly for year-end planning and next-year forecasting with reliable historical data and trends.
By partnering with Blue Margin, this public sector IT services firm transformed their sales operations in just 10 weeks. The success of this project demonstrates:
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