Data-driven sales strategy delivers 25% growth

The client needed a cohesive, data-driven strategy to inform their new sales organizations design. West Monroe began by consolidating multiple years of our client’s data and external industry data sources into an industry-leading optometry database. We then analyzed more than 10 million B2B sales transactions using Alteryx to uncover key insights and trends, which proved and disproved common beliefs around their customers and sales representatives. Using Alteryx’s Business Insights package, we correlated demographics with sales activity inform product recommendations.

West Monroe collaborated closely over six weeks with the client’s sales leaders to redefine how they serviced accounts. Together, we developed an account playbook strategy that tailored service levels based on customer characteristics, from high touch for major buyers to digital for others. This approach not only prioritized accounts and opportunities but also helped determine the optimal number of sales representatives needed in each region. Our data-driven recommendations were quickly embraced by sales leaders.

West Monroe’s data-driven recommendations transformed the client’s sales organization. By optimizing account management and consolidating workforce resources, they achieved significant growth from existing accounts and streamlined their operations. The new sales structure, guided by real-time insights, allowed the company to better align resources with customer demand, driving a 25% increase in revenue while improving organizational efficiency by 20%. These improvements not only boosted sales but also paved the way for a more sustainable, data-driven approach to future growth, positioning the company for continued success.