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Home / Customer Stories / Fortune 500 Transportation Company
Case Study

Fortune 500 Transportation Company Reaches 150% Quota with Groove

Company Size: Enterprise
Products Used
150%
attainment of revenue quota goals
20%
increase in closed-won rates
67%
increase in auto-convert conversion rates
200%
faster time to full run rate than initial goal
Table of Contents

The Highlights

Accenture was tasked by a Fortune 500 transportation company to boost the productivity and effectiveness of its small-medium business advertising sales team to get them to their full run rate within three months. The advertising sales team was responsible for reaching out to 30,000 contacts, but the reps lacked the automation and insights needed to scale and target their outreach. After analyzing the team’s sales processes, Accenture leveraged Groove to send out personalized multi-step sales Flows by segment, streamline auto-conversions, and prioritize outreach based on engagement. Groove’s automated messaging and ease-of-use enabled the advertising sales team to reach their full run rate in one month – 200% faster than the goal. More importantly, by using Groove to strategically nurture and win back customers, they have boosted closed-won rates by 20%. The advertising sales team is also using Groove to auto-convert accounts, which has led to a 67% increase in conversions. Overall, since Accenture optimized the advertising sales team’s processes with Groove, reps are now achieving 150% of their quota consistently.

Challenge

Lacking Automation, Sales Reps Struggle to Hit Quota

A Fortune 500 transportation company turned to Accenture to optimize the performance of its inbound and outbound sales teams. The top priority was to improve the sales process for the 4,000-person advertising sales team, with a goal of enabling them to reach their full run rate in three months. The advertising sales team was the newest addition to the company’s scaled sales organization. The team is responsible for reaching out to more than 30,000 contacts, but they didn’t have any automated sales processes in place to help them scale engagement. They also needed to find a way to effectively target engaged prospects, personalize messages by segment, and increase the renewal conversion rate of existing accounts.

Meredith Sommers, Senior Delivery Manager at Accenture, was in charge of optimizing the Fortune 500 company’s advertising sales tech stack and implementing new sales plays. After analyzing the advertising sales team’s processes, Accenture rolled out a new strategy that relied on Groove’s sales engagement platform to automate messages and enable sales reps to prioritize outreach based on the level of engagement.

“When I first started working on this project, the advertising sales team wasn’t using any automation,” said Meredith Sommers, Senior Delivery Manager at Accenture.

"I saw a big opportunity to use Groove to help reps execute plays and send more targeted emails to key segments and personas."

Meredith Sommers
Senior Delivery Manager at Accenture
Solution

Groove Boosts Quota Achievement to 150%

Getting Advertising Sales Reps to Full Run Rate 2X Faster

One of the main goals that Accenture had for the advertising sales teams was to get them to full productivity within three months. A key part of that effort was using Groove’s engagement reports to set up automated Flows that targeted both inactive and engaged segments.

“Now, when we get a bunch of leads, we can use Groove’s engagement report to create Flows that target contacts with buying signals,” said Meredith. “The advertising sales team was the newest, and the company wanted us to get these reps to their full run rate in a 3 month period – we got there in a month. We could have never been able to do that without Groove.”

Setting up the automated flows was just the first part. Getting the reps to use them was just as critical. This is where Groove’s ease of use comes into play.

"The reps love using Groove – I mean literally. They can’t wait to learn how to do more with Groove."

Meredith Sommers
Senior Delivery Manager at Accenture

Boosting the Closed-Won Stream by 20%

Accenture achieved another big win by using Groove to set up automated Flows that enable the advertising sales team to target former customers.

“We’ve been able to strategically re-nurture and win-back customers with Groove Template and Flows,” said Meredith. “Groove has provided us with an additional 20% closed-won stream that we didn’t have before.”

The advertising sales reps are also using Groove to boost their auto-conversion rates. With Groove Flows, reps can target customers with expiring contracts and send out a series of steps the customers can take to renew the account themselves.

"Since using Groove to send out auto-convert message Flows, we’ve seen our conversion rate increase by 67%."

Meredith Sommers
Senior Delivery Manager at Accenture

“There is no way we could have done that as quickly or easily without Groove,” Meredith continued.

Achieving 150% of Revenue Quota Goals

Groove serves as the foundation for all engagement from the ad sales team – from phone calls to emails. They are now able to prioritize outreach with multi-channel, multi-step Flows based on engagement. Advertising sales reps determine which segments are best served by a particular Flow based on five different personas.

By using Groove to optimize and accelerate multiple sales plays, Accenture has enabled the advertising sales reps at this Fortune 500 transportation company to significantly improve their performance and consistently exceed their goals.

“We’ve been able to exceed our revenue quota by getting to our goals sooner and faster,” said Meredith.

"Thanks to Groove, our reps are now achieving 150% of their revenue quota goals."

Meredith Sommers
Senior Delivery Manager at Accenture

The results?

  • 150% attainment of revenue quota goals
  • 20% increase in closed-won rates
  • 67% increase in auto-convert conversion rates
  • Full run rate reached 200% faster than goal

The Future

Accenture is currently optimizing the legacy CRM and related data issues to enable the roll-out of Groove Flows with Automated Actions. This will enable the advertising sales reps to automatically respond to inbound messages, increasing conversions and win rates even further.

Additionally, based on the impact Groove has had on the performance of the advertising sales team, Accenture will next be optimizing Groove for other divisions within this Fortune 500 transportation company, across inbound, outbound, and customer onboarding.

About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale.

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