{"id":23870,"date":"2025-07-31T09:49:22","date_gmt":"2025-07-31T01:49:22","guid":{"rendered":"https:\/\/www.renoirgroup.com\/ph\/?post_type=case_studies&#038;p=23870"},"modified":"2025-07-31T09:49:26","modified_gmt":"2025-07-31T01:49:26","slug":"sales-pipeline-control-system-doubles-productivity-and-increases-sales-leads-by-20","status":"publish","type":"case_studies","link":"https:\/\/www.renoirgroup.com\/ph\/case_studies\/sales-pipeline-control-system-doubles-productivity-and-increases-sales-leads-by-20\/","title":{"rendered":"Sales pipeline control system doubles productivity and increases sales leads by 20%"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"23870\" class=\"elementor elementor-23870\" data-elementor-post-type=\"case_studies\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-bcd4924 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"bcd4924\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div data-dce-background-color=\"#E2E2E2\" class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c277e19\" data-id=\"c277e19\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-d17fcb5 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d17fcb5\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-733bbac\" data-id=\"733bbac\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-54b021e elementor-widget elementor-widget-text-editor\" data-id=\"54b021e\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.16.0 - 17-10-2023 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p><b>At a Glance<\/b><\/p><p>Major Philippine telecommunications company, to improve the performance of their corporate sales team, specifically their subsidiary. The analysis revealed issues such as a lack of structure, poor sales pipeline management, and insufficient training.<\/p><p>This case study breaks down how partnership with Renoir more than doubled productivity, and how performance-oriented sales culture was established, leading to double-digit sales improvements.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-87d3591 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"87d3591\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-30c725d\" data-id=\"30c725d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1a59d1c elementor-widget elementor-widget-text-editor\" data-id=\"1a59d1c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h2>Key Results<\/h2><ol><li>More than<strong> 100% increase<\/strong> in account managers\u2019 productivity<\/li><li><strong>20% increase<\/strong> in sales leads generated<\/li><li>Implementation of a semi-automated<strong> Sales Pipeline Management Control System<\/strong><\/li><li>Comprehensive <strong>training<\/strong> for 120 account managers with final assessments<\/li><li>Standardised<strong> sales guidelines<\/strong> established across the organisation<\/li><\/ol>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-a732abb elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a732abb\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e96298a\" data-id=\"e96298a\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2966c4c elementor-widget elementor-widget-text-editor\" data-id=\"2966c4c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h2>Background<\/h2><p>The telecommunications market in the Philippines was valued at around $5.58 billion in 2025 and is expected to grow at a rate of about 3.28% each year until 2033. This growth is driven by increasing smartphone penetration, rising internet usage and the expanded adoption of digital services such as streaming and online gaming.<\/p><p>\u00a0Offering a full range of services including mobile, broadband, data, and managed services, the company has a substantial customer base and strong backing from major shareholders. With over 30 million mobile customers, the client is recognised as a national leader in connectivity solutions, operating in a fast-evolving and competitive market.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f6c4df6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f6c4df6\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-d64b009\" data-id=\"d64b009\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-75bd156 elementor-widget elementor-widget-text-editor\" data-id=\"75bd156\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h2>Analysis<\/h2><p>Despite consistent growth in customer subscriptions, the client\u2019s management team identified significant inefficiencies in its corporate sales function, managed by its subsidiary. A diagnostic revealed multiple performance barriers:<\/p><ul><li>Absence of proactive performance management across the sales team<\/li><li>Weak sales pipeline with inadequate lead generation<\/li><li>Excessively long sales cycles<\/li><li>An ineffective incentive scheme misaligned with customer acquisition goals<\/li><li>Variations in account manager productivity and skills<\/li><li>Lack of structured onboarding or training programmes for new hires<\/li><\/ul><p>These systemic issues prompted the client to engage Renoir for a transformation programme aimed at improving sales efficiency and performance.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2f205f7 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2f205f7\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a2e3586\" data-id=\"a2e3586\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-93b83c5 elementor-widget elementor-widget-text-editor\" data-id=\"93b83c5\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h2>Project Approach<\/h2><p>The transformation initiative focused on enhancing productivity by at least 20% and embedding a results-driven culture within the sales team. <strong>Renoir proposed a multi-tiered project structure including:<\/strong><\/p><ul><li>A Steering Committee led by the client\u2019s Chief Operating Officer<\/li><li>A Management Action Team under the Head of Corporate Sales<\/li><li>A dedicated Task Force of client staff working full-time with Renoir consultants<\/li><\/ul><p>The cornerstone of the initiative was the co-development of a Sales Pipeline Management Control System that would provide clear visibility into team performance, workload, and conversion metrics. The solution also aimed to be accessible and user-friendly for account managers in the field.<\/p><p><strong>Its primary functions and capabilities included:<\/strong><\/p><ul><li>Providing a clear picture of the <strong>overall management<\/strong> of the Sales process.<\/li><li><strong>Accessible tool<\/strong>, that Account Managers could remotely access.<\/li><li>Giving Team Leaders<strong> visibility<\/strong> into aspects like workload, productivity, and conversion rates, acting as a performance management tool.<\/li><li>Being organised into<strong> logical groupings<\/strong> for Forecast, Plan, Control, and Report.<\/li><li>Focusing heavily on the <strong>planning and controlling<\/strong> of activities.<\/li><li>Incorporating critical <strong>leading indicators<\/strong> to provide management with timely alerts and help address the root causes of problems.<\/li><li>Being implemented alongside <strong>advanced Scorecards<\/strong>, which provided a live representation of the Sales Pipeline across different levels( <em>individual Account Manager, Sales Team, and the entire Corporate Sales Department<\/em>). These Scorecards were used for performance management and to foster a competitive culture.<\/li><\/ul><h2>Implementation<\/h2><p>The project was structured to ensure close collaboration and buy-in.<\/p><p><strong>Key initiatives executed in collaboration with the client included:<\/strong><\/p><ol><li>Design and implementation of a Sales Pipeline Management Control System structured around Forecast, Plan, Control, and Report functions<\/li><li>Integration of leading performance indicators to trigger timely management intervention<\/li><li>Creation and roll-out of performance-enhancing scorecards visible at multiple organisational levels<\/li><li>Weekly recognition schemes to foster a competitive and performance-oriented culture<\/li><li>Development of standardised sales guidelines for onboarding and capability assessment<\/li><li>Comprehensive training of all 120 account managers, concluded with a mandatory examination to validate both knowledge and practical application<\/li><\/ol>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-650093f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"650093f\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-23e5c15\" data-id=\"23e5c15\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1937f27 elementor-widget elementor-widget-text-editor\" data-id=\"1937f27\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h2>Results<\/h2><p>The impact of the project exceeded initial expectations:<\/p><ul><li>Account manager productivity more than doubled within the original deadline.<\/li><li>The semi-automated pipeline management tool provided real-time insights into team performance, enabling targeted interventions<\/li><li>The structured scorecards and competitive incentives contributed to an energetic sales culture focused on achievement such as \u201cBest Performer of the Week\u201d.<\/li><li>The newly developed training materials and onboarding process ensured consistent capability across the sales force<\/li><li>Due to the success of the initiative, the client extended the project by an additional time to embed best practices more deeply into operations<\/li><\/ul><p>This partnership significantly elevated the client&#8217;s corporate sales capabilities and established a robust foundation for sustained performance improvements.<\/p><p><em>*Client-specific details have been intentionally omitted to maintain strict discretion.\u202f\u202f<\/em><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b99b0bb elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b99b0bb\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div data-dce-background-color=\"#272C36\" class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-d1d687a\" data-id=\"d1d687a\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-e46ae71 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e46ae71\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-02f51c6\" data-id=\"02f51c6\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-9b539cf elementor-widget elementor-widget-image-box\" data-id=\"9b539cf\" data-element_type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.16.0 - 17-10-2023 *\/\n.elementor-widget-image-box .elementor-image-box-content{width:100%}@media (min-width:768px){.elementor-widget-image-box.elementor-position-left .elementor-image-box-wrapper,.elementor-widget-image-box.elementor-position-right .elementor-image-box-wrapper{display:flex}.elementor-widget-image-box.elementor-position-right .elementor-image-box-wrapper{text-align:right;flex-direction:row-reverse}.elementor-widget-image-box.elementor-position-left .elementor-image-box-wrapper{text-align:left;flex-direction:row}.elementor-widget-image-box.elementor-position-top .elementor-image-box-img{margin:auto}.elementor-widget-image-box.elementor-vertical-align-top .elementor-image-box-wrapper{align-items:flex-start}.elementor-widget-image-box.elementor-vertical-align-middle .elementor-image-box-wrapper{align-items:center}.elementor-widget-image-box.elementor-vertical-align-bottom .elementor-image-box-wrapper{align-items:flex-end}}@media (max-width:767px){.elementor-widget-image-box .elementor-image-box-img{margin-left:auto!important;margin-right:auto!important;margin-bottom:15px}}.elementor-widget-image-box .elementor-image-box-img{display:inline-block}.elementor-widget-image-box .elementor-image-box-title a{color:inherit}.elementor-widget-image-box .elementor-image-box-wrapper{text-align:center}.elementor-widget-image-box .elementor-image-box-description{margin:0}<\/style><div class=\"elementor-image-box-wrapper\"><div class=\"elementor-image-box-content\"><p class=\"elementor-image-box-description\">Need support facilitate Sales Process Management? <\/p><\/div><\/div>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div data-dce-background-color=\"#67B638\" class=\"elementor-element elementor-element-0f0c152 elementor-align-center elementor-widget__width-auto elementor-widget elementor-widget-button\" data-id=\"0f0c152\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-md\" href=\"https:\/\/www.renoirgroup.com\/ph\/contact-us\/\" target=\"_blank\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-icon elementor-align-icon-right\">\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" xmlns:xlink=\"http:\/\/www.w3.org\/1999\/xlink\" id=\"Layer_1\" x=\"0px\" y=\"0px\" viewBox=\"0 0 124 124\" style=\"enable-background:new 0 0 124 124;\" xml:space=\"preserve\"><style type=\"text\/css\">\t.st0{fill:none;}\t.st1{fill:none;stroke:#FFFFFF;stroke-width:3;}\t.st2{stroke:#000000;stroke-width:0.5;}<\/style><g id=\"Group_2640\" transform=\"translate(-2364 -414)\">\t<g id=\"Group_2639\" transform=\"translate(5 -1)\">\t\t<g id=\"Ellipse_18\" transform=\"translate(2359 415)\">\t\t\t<circle class=\"st0\" cx=\"62\" cy=\"62\" r=\"62\"><\/circle>\t\t\t<circle class=\"st1\" cx=\"62\" cy=\"62\" r=\"60.5\"><\/circle>\t\t<\/g>\t\t<g id=\"Group_1358\" transform=\"translate(2395.861 463.119)\">\t\t\t<path id=\"Path_1600\" class=\"st2\" d=\"M51.1,12.1L51.1,12.1L39.4,0.4c-0.4-0.5-1.2-0.6-1.6-0.1c-0.5,0.4-0.6,1.2-0.1,1.6L37.8,2    l9.7,9.7H1.2c-0.6,0-1.2,0.5-1.2,1.2c0,0.6,0.5,1.2,1.2,1.2h46.3l-9.7,9.7c-0.5,0.4-0.6,1.2-0.1,1.6c0.4,0.5,1.2,0.6,1.6,0.1    l0.1-0.1l11.7-11.7C51.6,13.3,51.6,12.6,51.1,12.1z\"><\/path>\t\t<\/g>\t<\/g><\/g><\/svg>\t\t\t<\/span>\n\t\t\t\t\t\t<span class=\"elementor-button-text\">Connect with us<\/span>\n\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>At a Glance Major Philippine telecommunications company, to improve the performance of their corporate sales team, specifically their subsidiary. The analysis revealed issues such as a lack of structure, poor sales pipeline management, and insufficient training. This case study breaks down how partnership with Renoir more than doubled productivity, and how performance-oriented sales culture was [&hellip;]<\/p>\n","protected":false},"author":26,"featured_media":23871,"parent":0,"template":"","meta":{"_acf_changed":false,"_links_to":"","_links_to_target":""},"categories":[892,890],"tags":[1008,1006,1004,1007,1005,813],"class_list":["post-23870","case_studies","type-case_studies","status-publish","has-post-thumbnail","hentry","category-change-management","category-operational-excellence","tag-corporate-sales","tag-sales-pipeline-management","tag-sales-pipeline-management-control-system","tag-sales-training","tag-telecommunications-sales-productivity","tag-performance-management"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales pipeline control system doubles productivity and increases sales leads by 20% | Renoir Consulting Philippines<\/title>\n<meta name=\"description\" content=\"Learn how the sales pipeline management control system can boost productivity by over 100% of a telco leader in Philippines.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.renoirgroup.com\/ph\/case_studies\/sales-pipeline-control-system-doubles-productivity-and-increases-sales-leads-by-20\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales pipeline control system doubles productivity and increases sales leads by 20% | Renoir Consulting Philippines\" \/>\n<meta property=\"og:description\" content=\"Learn how the sales pipeline management control system can boost productivity by over 100% of a telco leader in Philippines.\" \/>\n<meta property=\"og:url\" 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