Case Study: TransUnion achieves faster, more effective sales coaching with SAP Sales Cloud

TransUnion Transformed Sales Development Through More Effective Coaching

TransUnion, one of the “Big Three” consumer credit reporting agencies serving individuals and 65,000+ businesses worldwide, faced a coaching challenge across a wide variety of sales models—from long enterprise cycles to high-frequency call center sales. The company wanted a standardized, scalable way to pinpoint where coaching was most needed and to make coaching easier, faster, and more effective across channels.

TransUnion implemented CallidusCloud Sales Performance Manager, starting with inside sales to get rapid results. SPM integrated with CRM, aggregated and visualized performance data, and provided dashboards with leading/lagging indicators and pipeline risk metrics to give timely, specific coaching feedback. The result was improved coaching effectiveness, faster, motivating feedback for reps, automated tracking of metrics, and clearer trend reporting that let managers quickly refine coaching efforts.

TransUnion

David Egloff

Senior Director of Sales Performance