When it came to the pipeline, it felt like we were playing a game of telephone. I was done with forecasts that weren’t worth the time we were spending on them and constantly waiting on my directors to get back to me about any given question. Now I can finally see how the pipeline in each territory looks at a glance, anytime I need to. And everything is based on data instead of opinions.
Counting on verbal reports to understand what was going on with deals was a bigger disadvantage than I’d ever considered. When remote work started, trying to keep tabs on everything and guide my reps simultaneously quickly became overwhelming. Bringing on Revenue Grid changed the game. Suddenly, I could see where deals stood and what was getting done, no hassle, and help my reps push towards won without so much time in calls.
Getting real guidance was pretty difficult before. Our sales manager was too busy for regular coaching, and word from other AEs was basically hearsay. I love that Revenue Grid helps you focus on the steps that will make a big difference in each deal. And since you can see examples of other AEs doing it right, you can really nail it every time.
Getting reps to keep Salesforce up to date was always a battle. I couldn’t even blame them—working on deals is top priority. But it blocked us from getting reliable analytics that would ultimately allow us to improve the process. Data auto-capture with Revenue Grid wiped out this problem pretty much overnight. After running a pilot with Revenue Signals, we upgraded to Guided Selling, too. The difference in ramp time for reps was dramatic.
Our organization was pretty old school, and it was starting to show. From the top, we had almost no visibility into the details of the revenue-generation process. This big disconnect meant that the strategies that we were developing just weren’t bringing the results we expected. We needed to see what was being done on the front line and, importantly, how it was being done. Getting Revenue Grid was a big step on that path.
Siloed data and misaligned goals between Sales, Marketing, and CSM had plateaued revenue growth. We needed a much clearer idea of where we were making progress and what was working best, based on unified data. Revenue Grid gave us a holistic view of the funnel and made it possible to align priorities and activity across the revenue team.
Finding out what was driving success for top performers and then scaling it to the rest of the team was my top priority. We needed to be able to get granular about activity and review recordings of any given call or view emails from any deal. Now, we’re consistently improving performance by finding out what’s working best and training the team on how to do it right.
Revenue Grid makes it so much easier to seem personal with sequences, which makes all the difference. But it goes further than other engagement tools I’ve used. It even helps you stick to the playbook and pick up techniques that are working right now.