Sales Automation
Accenture's sales and sales-enablement functions were decentralized across many systems and teams, creating inconsistency, administrative drag and limited visibility just as the company wanted to scale growth, improve forecasting and equip sellers with faster, more data-driven ways to pursue and close opportunities.
Reported impact
Accenture created a more unified, agent-driven sales organization with faster proposal work, better forecasting, broader access to account planning support and higher seller productivity, helping the firm scale growth while reducing manual sales overhead.
Accenture reinvented its own sales operation around a unified Salesforce-centered architecture and a growing set of AI agents. The first step was consolidating multiple Salesforce instances into one cloud CRM foundation that connected 32 proposal centers, more than 2,500 people and a single Sales Excellence function. On top of that core, the company added predictive analytics such as the Win Probability Predictor and automated standardized processes that reduced routine workload. Generative AI then moved into frontline seller workflows: draft RFP responses are created in half the time, the Agentforce Assistant in Manage My Sales handles seller questions, Account Advisor automates account-plan insights and presentations, and Agentforce Sales Coach gives real-time guidance during selling motions. Accenture also governs out-of-the-box, custom and integrated agents through its Sales IT Investment Board, with AI Refinery and Amethyst extending the agent-driven operating model.
Sales data from previously separate systems now flows into a single Salesforce and MMS environment, where predictive analytics score opportunities and automated processes standardize approvals and administration. Generative AI services then use that data to answer seller questions, draft proposals, build account-plan content and coach sellers in real time.
"One of the first and most critical steps in this transformation was the unification of the digital core, consolidating multiple instances of Salesforce into one platform."
"Rajendra Prasad, Steve Ferneyhough, Sara Porter, Lee Balan and Salesforce's Kaylin Voss come together to share how Accenture is reinventing its global sales organization using Salesforce, Agentforce, and generative AI."
"The Account Advisor is using generative AI to transform account planning"
"The Agentforce Assistant in Manage MySales (MMS) has already handled more than 70,000 queries from 3,000 active users"
"investments in targeted processes, such as preparing initial draft RFP responses, drove a 50% productivity improvement for this task"
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