The Solution
Moving from spreadsheets to predictive insights and actions
Solenis needed a way to accurately measure the success of their newly implemented Commercial Excellence Playbook and get better visibility into sales team performance, so they could assess the effectiveness of their go-to-market strategies and coach the team on growth areas.
Larry Anker, Director of Commercial Excellence at Solenis, and his team had been spending significant time manually pulling data and compiling performance metrics. He said, “It was like thirteen Excel spreadsheets we had to download on Sunday, for every district, compile it, then calculate little gold stars and paste it onto a PowerPoint slide for our Monday call each month.”
To overcome these inefficiencies and get better sales performance insights, Solenis partnered with Atrium to create a Commercial Excellence Scorecard. The scorecard helped the Solenis team measure performance across key areas, including Account Management, Pipeline, Value Advantage, and TREK data.
This proved particularly valuable in their North American Water/Paper Growth businesses, where it standardized sales processes and uncovered patterns of success.
Another key element of the solution was a machine learning-powered Opportunity Scoring Predictive Model. This model provided deep insights into which opportunities were most likely to close, allowing the sales team to focus their efforts on the highest-scoring prospects.
In addition to the data science and analytics work, Atrium’s business change enablement and Elevate managed services teams ensured a smooth transition, providing the Solenis team with the training and support they needed to adopt these new tools and maintain momentum.
