Case Study

How a Microsoft Gold Certified Partner used SalesEnabla to develop talent and elevate sales performance

Matt Garman
8 Jul, 2021

Find out how a UK-based Microsoft Gold-Certified Partner used SalesEnabla’s approach to:

  • Develop their people and processes
  • Achieve consistency across its sales team
  • Set up a sustainable strategy for future success

Read our latest case study below!

The Company

Preact helps businesses accelerate digital transformation using Microsoft technology. Since 1993, Preact has supported hundreds of organisations in numerous industry sectors by using CRM and other cloud technology to increase their growth through smarter business processes, insightful reporting and personalised service experiences.

Through Microsoft Dynamics 365 and the Power Platform (Power Apps, Power BI and Power Automate), Preact enables organisations to get closer to their customers, connect processes and gain a clearer view of their data.

Preact has been named in Microsoft’s top 1% of worldwide partners since 2018.

The Challenge

Selom Bulla, is the Managing Director of Preact. He told us about the difficulties that his company was facing with talent mapping his team and achieving consistency within the sales function.
“We have a lot of the talent in our sales force, but sometimes activity and performance became inconsistent. A development pathway was lacking for our team, and we needed this clarity to push forward and be confident that our targets would be met.”

“Our sales cycles vary from SME business with rapid rollouts to larger enterprises with multiple touch points, where we are often engaging with multiple stakeholders. We wanted to make sure that our processes were succinct, rigorous and reflected up-to-date methods.”

Selom explained the next steps that Preact took in managing their talent was to hire new recruits.
“We had tried to hire more experienced heads to solve the issue, but we always ended up disappointed. Upon reflection we were looking for ready-made individuals to fix the problem, despite already having a great track record in developing young talent in other areas of the business. This is where the SalesEnabla team were able to help focus our minds.”

The Solution

For Selom, integrating SalesEnabla’s methodology into his sales team’s actions was swift. Within the first 3 months of working with SalesEnabla, sales performance across the board became more consistent.

“Through 1-2-1 coaching sessions with SalesEnabla and members of the sales team, clear progress has been made! Tailored approaches were taken to coach and mentor each individual to achieve their potential and development. It certainly paid off in their performance!”

Selom found it similarly easy to work with the SalesEnabla framework.
“It didn’t take long at all to get it up and running. The great thing about it is that it feels very familiar. The SalesEnabla product and consulting integrates with CRM practices very well. It really feels like it’s part of the CRM environment.”

Selom was keen to highlight the pairing of Consulting and Digital Technology used with the SalesEnabla set-up.
“Once we defined our sales function and focused on individual talent development, it really wasn’t hard to upload the information into the SalesEnabla platform. I have to say having everything that we developed with SalesEnabla being stored on an accessible platform just makes sense! Everyone can access it, so information is always fresh and performance is now consistent.

The Results

Selom gave us a run-through of the results that using SalesEnabla’s consulting delivered for Preact.
“We primarily used our SalesEnabla consultant to identify road blocks. Using SalesEnabla’s expertise, we successfully identified a talent roadmap and fast-tracked individuals. With specialist coaching we’ve now seen junior members step into senior roles very quickly.”

“But there were other benefits to using SalesEnabla, beyond employee development. It gave us an understanding of the hurdles we had been faced with regarding our execution and sales function. SalesEnabla helped us discover our best plan of action for executing a sustainable sales function.”

“The platform gave us a point of reference and a starting point to get back on track and find the relevant information that really mattered to us to reinforce our strategy and sales best practice.”

Selom had one final thought for us.
“When we were thinking about working with an external sales consultancy, I was dubious. But the detail, depth and support provided from start to finish and our ongoing relationship with SalesEnabla has given us exactly what we wanted. Our team has developed and are more energised than ever before which gives me huge confidence to support our already impressive company growth of 20% year on year!”