Situation
Tableau's team of 225 reps and 35 managers were looking to win larger enterprise deals through strategic conversations with IT and LOB leaders.
Challenges
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Lack of executive alignment on the Tableau story
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Too few people could lead business-level conversations (tactical with IT directors)
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Inconsistent onboarding
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Limited momentum moving up-market
Solution
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Alignment & Planning
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Sales Messaging Playbook
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Sales Team Training Session
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Monthly New Hire Training
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Ongoing enablement, reinforcement and coaching
Results
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Grew top-line revenue from $127M to $412M
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Doubled the number of customer accounts
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Grew the number of six-figure deals from 239 to 781
