Service Corporation International’s (SCI) CRM Analytics dashboards had adoption challenges beyond even the executive level. There was a lack of understanding about how to leverage AI and machine learning for data-driven recommendations to optimize sales activities and to guide business decisions.
Atrium hosted a series of Intelligent Experience Workshops with SCI. Through these sessions, we identified and aligned business objectives, defined and prioritized persona-based pain points and use cases, and established a vision for a data-driven solution. In the end, SCI chose Atrium’s Elevate service. SCI’s dataflows were optimized to support dashboard extensions and improvements. Executive dashboard functionality was extended and data visualizations were broadened, supporting Sales Manager stakeholders. A new dashboard for seminars was created as well.
The enhancements were met with great success. Right away, SCI experienced improved performance and functionality of existing dashboards to support prioritized backlogs and rollout to Sales Directors and Managers. Executive-level alignment on intelligent sales and talent management solutions brought improved sales efficiencies, higher lead conversion rates, and optimized performance management, laying the foundation for guided Sales Associate coaching.