Jeff Lamb has been involved in sales ever since receiving an MBA from Gonzaga University, and has since worked in multiple sales roles before joining Degreed in 2014.
Degreed is an education technology company that is engaged in the measurement, tracking, and validation of all the learning individuals do throughout their lives. Jeff currently serves as the Director of Sales Operations and Enablement. Jeff loves working in sales. He enjoys solving sales problems, working with great people and learning the psychology behind the scenes. He’s a sales leader and has been a TopOPPS customer since April 2015. This case study will illustrate the benefit TopOPPS provides Jeff and his team.
In early 2015, Jeff Lamb was determined to better align the sales reps to their sales process. Manually building CRM reports and analyzing data to identify bottlenecks in the pipeline was a daunting task. “We found a lot of our deals would get through the pipeline, then stall out. I needed a better way to enforce milestones within the sales process to improve execution.” For his initiative to be successful, Jeff wanted a tool to easily implement to avoid aversion from their veteran sales reps and new sales reps alike. Jeff also said he “wanted a tool that would direct sales reps to what they needed to do to win deals.” After researching solutions in the predictive sales analytics space, Jeff ultimately selected TopOPPS.
Following the completion of training, sales managers found the coaching insights and dashboard helpful, as it allows them to see how each rep executes their sales process a little differently and where there’s room for improvement. In reference to the Pipeline View, Jeff notes, “I like having everything in one place. I used to have to build multiple CRM reports, put them in a Dashboard and then click into each one to see detail. Now I can see everything in one view, which is something I really enjoy. And I like the suggestions, because it doesn’t just provide data, but also actionable recommendations, which saves me and everybody else a lot of time manipulating the data and making sense of it.”
TopOPPS “Rep Assistant” helped the sales team adopt the sales process, proven by the 400% increase in their CRM data and frequency of updates. Now that Jeff’s sales reps have adopted the process and more data is being captured about each of their deals, the pipeline analytics and insights direct reps throughout the process for more wins. The improved adoption, data and analytics contribute to Degreed’s forecast accuracy. On the first day of the sales period, TopOPPS’s prediction is 86% accurate compared to actual bookings on the last day. As their quarter progresses, TopOPPS forecast accuracy continues to grow because it is on autopilot. “We have significantly more confidence in our forecast early in the quarter because we know the pipeline is real and quotas are attainable.”