Collaborative Solutions is a leading global finance and HR transformation consultancy that leverages world-class cloud solutions to deliver successful client outcomes for Fortune Global 500 companies.
As a rapidly growing enterprise, they needed to standardize their sales processes and improve execution. With 2,000 employees globally and a sales team of over 100 spread across different geographies, the organization needed to ensure their revenue operations ran as a predictable, repeatable process.
Facing a difficult macroeconomic environment, Drew Houts, CSO at Collaborative Solutions, wanted to ensure his team was executing properly and there was leadership alignment. “In this current climate, you take a harder look at execution because you may not have as much pipeline as you normally would. The pipeline you do have becomes much more important,” said Drew.
Below are a few of Drew’s learnings as he transformed his sales operations with Clari.
Creating consistency and accountability in a global team
“We need structure and process to scale an organization,” shares Drew. Drew has been able to create a culture of transparency and consistency using Clari as the foundation of regular check-ins with his team. Adopting a comprehensive revenue platform has aligned the global sales teams to a single source of truth.
Making the most of every opportunity
To make the most of every opportunity “at bat”, Drew leverages Clari to measure and manage opportunities and improve conversion rates. Ensuring that executives are aligned and operating mutual action plans (MAPs) with customers helps deals close faster and creates shared expectations. Regular team deal reviews help share internal organizational knowledge to build repeated successes. “With transparency comes accountability for the team,” says Drew. Individual contributors are empowered to perform and accept responsibility for their commitments when they’re given the information they need to succeed and hit quota.
Key learnings on the journey to revenue precision
Speed and purpose: “One of the major principles I talk about in creating a high performance sales team is moving with speed and purpose,” says Drew. Ensuring there’s no throwaway interactions with clients and prospects is a competitive advantage in sales interactions. Clari helps reps and front line managers save time logging interactions and ensures they’re talking to prospects at the right touchpoints.
Revenue Cadence: Key moments that make up the quarter help Drew run revenue as a process, not an outcome. “A regular cadence set up at a global level with all-hands calls, and a weekly cadence up and down the management chain ensures communication stays consistent,” Drew says. “When I have my all-hands, I open up Clari to show how everybody’s stacking up, and how that compares to our annual goal. With that level of transparency comes accountability to the team because they get to see where they and their teammates are and how it rolls up.”
“Running revenue like a process means consistent communication and weekly forecast calls with healthy representation of leadership. When we meet, we work through deals with Clari, and it provides consistency and transparency.”
Want to achieve revenue precision like Collaborative Solutions? Book a demo with Clari today.