About the client
Client challenges
The client struggled to gain a clear view of their sales performance due to disconnected systems and manual reporting. Without a centralized platform, accurate forecasting and strategic planning were difficult, and decisions were often based on outdated or incomplete data.
They lacked a revenue intelligence dashboard, which was needed to track profitability, monitor sales engagement, and improve efficiency across teams. Real-time insights were unavailable, limiting their ability to respond quickly to changing business needs.
Solution
LevelShift developed a comprehensive Revenue Intelligence Dashboard using Salesforce Analytics Studio, giving the client a 360-degree view of their sales and overall business performance. The solution replaced fragmented reports with real-time insights:
- Pipeline Health Metrics: The dashboard enables accurate revenue forecasting by providing visibility into the full sales pipeline. It also measures the Opportunity-to-Activity Ratio to improve sales engagement and ROI, while leveraging regional insights to optimize both pipeline volume and deal value.
- Sales Forecast Accuracy: The solution helps reduce forecast variance, leading to more reliable planning and better allocation of resources across sales functions.
- Account Profitability: Profitability can be closely monitored using spend efficiency metrics. The dashboard also ensures timely contract execution, aligning sales efforts with broader business objectives.
- Engagement and Activity Tracking: Sales activities, such as meetings and calls, are tracked systematically, providing clear insights into areas that require improvement. This also increases operational efficiency in managing team engagement levels.
- Customer Journey Analytics: Retention strategies are strengthened through visibility into contract lifecycles and critical customer touchpoints, enabling proactive customer management.
- Regional Sales Distribution: Geographic revenue patterns are analyzed to refine sales strategies and optimize regional distribution efforts.
- Sales Team Productivity: The dashboard incorporates role-specific KPIs to enhance accountability and drive measurable improvements in team performance.
Benefits
LevelShift assisted the client in developing a Revenue Intelligence dashboard based on Salesforce Analytics Studio, which significantly enhanced their ability to manage sales and business data. Below are a few outcomes:
- Real-time decision-making: Simplified insights accelerated response times by 50%, enabling quicker action on opportunities and risks.
- Strategic forecasting: Accurate, up-to-date data improved forecast accuracy by 70%, leading to more effective long-term planning.
- Enhanced visibility: Role-based dashboards increased team productivity by 87%, leading to improved focus and execution.
- Consistent data: Salesforce integration ensured 100% data consistency, resulting in a 100% reduction in reporting errors and manual corrections.