Key Points to Know
Objective:
- Increase their wallet share
- Able to win large deals
Results we helped them achieve:
- Win rate of large deals was 2x
- Increased wallet share from key accounts
- Forecast accuracy improved by 13%
Company Background
A leading technology solutions company headquartered in Pune, India with a strong engineering pedigree.
With a workforce of over 10,500 across 30+ global locations, the company delivers cutting-edge digital solutions, empowering clients to thrive in a rapidly changing world.
It has also been publicly listed since 1963.
Customer's Objective
This ITES company wanted to achieve the following:
- Inculcate a high growth mindset in their sales team
- Able to win more large deals of $100Mn
- Grow their revenue on identified Key Accounts.
- Increase the stock price with better forecast accuracy.
Service We Provided
The entire global sales team had undergone Opportunity Management & Key Account Management enablement programs.
Our sales training program was also followed up with multiple reinforcement sessions on a periodic basis to ensure the adoption of the Sales Methodology they had learnt in the sessions.
The Results
Improve in Wallet Share From Key Accounts
The team had identified 30 Strategic Accounts to work on during these sales training sessions where there was participation from the Sales, Presales and delivery teams who manage the accounts.
- Revenue from Key Accounts jumped from 25% to 28% in the first year.
- Key Account teams are on the same page of understanding
- Strategizing the right investments for Key Accounts
Increase in Win Ratio
The team had identified top ongoing opportunities and created a Strategy to win the opportunities or lose fast if the same is not viable.
- No of large deals won moved from 5 deals to 10 deals (2x growth)
- Common sales language was established across the team on the opportunities.
- Forecast accuracy improved by 13%.
- Able to clean up the Sales funnel with the right opportunities.
