Overview
Yahoo EMEA engaged Anais Ofranc, Founder & CEO at QualitaX to drive a holistic improvement in sales process consistency and revenue forecast accuracy across the region, following various acquisitions and new product launches that had created fragmented processes and inconsistent Salesforce adoption.
The Challenge
Following various acquisitions and new product launches, Yahoo EMEA had a need to achieve a holistic improvement in sales process consistency and revenue forecast accuracy in order to reach aggressive sales quotas for the region. Disparate sales processes across multiple countries, low CRM adoption, and inconsistent forecasting were undermining the region’s ability to meet its revenue targets.
Implementation
The project was led in cooperation with a Senior Yahoo Business Sponsor from project initiation through implementation to training delivery to the various stakeholders across EMEA.
The rollout was delivered through in-person country roadshows and workshops with B2B sales teams in France, Germany, Italy, and Spain, as well as one-to-one training for VP-level executives. This hands-on approach ensured buy-in at every level of the organisation.
Outcomes
Successful Rollout and Increased Salesforce Adoption: Using the motto “If it is not in Salesforce, it does not exist”, Yahoo EMEA was able to harmonize and significantly increase adoption of Salesforce within the region while simplifying and automating the sales process where possible.
Revenue Forecast Accuracy: Significantly augmented the precision in revenue forecasting, enabling a stronger strategic approach to revenue generation.
Global Process Consistency: Alignment of the EMEA region to the US/global guidelines, creating a unified sales methodology across all markets.