Helping sales teams work smoothly

At Salesforce the scarcest thing is an account executive's time. How fast they can read their own numbers and work with partners decides how much pipeline a region builds and closes.

In Italy the strategy teams had built a lot on Salesforce for the accounts, but few people used it. When I talked to account executives, reporting was not a habit and AI use was patchy, mostly because neither was at hand in the places where they already worked. So each of them got by in their own way.

I built the case with leadership for a new kind of enablement. I started a weekly agenda in the Italian Slack channel with what mattered most, and wrote the official end-to-end engagement playbook for Mid-market, collecting the main information from leaders. In parallel I ran a series of sessions on using AI and writing better prompts, and connected the resources I had made to the internal AI tools.

By the end of Q3, Mid-market was already at 115% of its yearly quota. More than 75% of account executives used the documentation and the pre-built dashboards every month.