Accelerating and enhancing sales operations: Transforming strategies at Accenture
Accenture, a leading global professional services company, has reinvented its global sales organization, transforming sales and sales enablement functions into a more efficient, data-driven, and client-centric entity. This comprehensive and strategic effort, known as the sales reinvention, is driven by the unification of the digital core, scaling for growth and efficiency, and the supercharging of the human element with generative AI.
At the heart of this transformation is Accenture's partnership with Salesforce. This partnership has been instrumental in driving the sales reinvention, enabling Accenture to define digital agents and scale them to support leaders and sellers through the sales process.
One such digital agent is the Agentforce Sales Coach, an AI-powered tool that Accenture is training to deliver real-time guidance and insights for sales professionals. This tool is expected to lead to higher win rates by providing real-time feedback and coaching to sales professionals.
Process consistency was another critical factor in Accenture's sales reinvention. Standardized and automated processes have helped to eliminate inefficiencies and improve overall performance. Automating consistent transactional tasks has led to a more than 35% productivity improvement for these tasks. The use of Generative AI has driven a 50% productivity improvement in preparing initial draft RFP responses, freeing up capacity for sales teams to focus on strategic activities.
Accenture has also consolidated multiple instances of Salesforce into one unified platform, bringing together 32 proposal centers and over 2,500 people worldwide into a single core Sales Excellence function. This consolidation has streamlined operations and improved collaboration across global and local clients, with 55K Manage My Sales (MMS) users and 8,000 account teams now collaborating on the platform.
The use of machine learning and AI for predictive analytics has enhanced Accenture's ability to forecast sales accurately and make data-driven decisions. The company's Win Probability Predictor, for instance, boasts an accuracy of 97%. Moreover, 2,000 leaders across 50 countries have been enabled with real-time analytics access.
Accenture's sales reinvention was led by the creation of a new professional sales organization, with a dedicated Chief Sales Officer. The success of this initiative hinged on the active involvement and support of its leadership, with a senior executive from Accenture's leadership team spearheading the transformation at its inception.
Accenture has also focused on scaling its sales capabilities in a cost-effective manner by moving some sales capabilities to Accenture Operations. This move has allowed the company to leverage its global delivery network to support its sales teams more effectively.
The sales reinvention has yielded significant results, with a 50% increase in productivity on proposals leveraging Generative AI and a 35% productivity improvement by automating standardized sales processes. These improvements have enabled Accenture to deliver better service to its clients and stay competitive in the rapidly evolving business landscape.
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