SaskTel BS&S

Modernizing Sales Workflows for the AI Era

The Challenge

As SaskTel expanded beyond Saskatchewan and faced increased competition in its traditional markets, its Business Sales & Solutions (BS&S) division recognized the need to modernize its sales processes to remain competitive in a digital-first, AI-driven world.

BS&S faced several key challenges:

  • A limited sales workflow in Salesforce with just 3 opportunity stages—far behind the 6–9 stages common among industry leaders.

  • Inconsistent qualifying criteria, leading to poor visibility into the true state of opportunities.

  • Difficulty scaling and aligning processes across five sales teams and numerous lines of business.

  • Missed growth potential in both SMB and large enterprise segments due to inefficiencies and churn.

SaskTel is Saskatchewan’s leading Information and Communications Technology (ICT) provider, with over $1.3 billion in annual revenue and approximately 1.4 million customer connections.

With a workforce of 3,300+ FTEs and over 100 years of experience, SaskTel delivers voice, data, wireless, maxTV, cloud, and security services across the province and beyond.

”SalesChoice worked hand-in-hand with our sales teams, our service teams, our information system teams and our transformation team to develop a new sales workflow process. BS&S has been delivering increased revenues and, more importantly, earnings for some years now. These changes streamline the way that we can work together and set the stage for our division to continue to grow in the future and more importantly, serve our customers.

Justin IngenthronDirector of Finance, Business Sales

The Solution

SalesChoice partnered closely with BS&S through a series of collaborative workshops involving sales, service, information systems, and transformation teams. Together, they co-developed a new, industry-leading “Prospect-to-Contract” (Pre-Commit) sales process, fully integrated into Salesforce.

Key enhancements included:

  • Expansion of the Salesforce opportunity workflow from 3 to 9 sales stages.

  • Implementation of clear, stage-specific qualification questions to improve forecasting and pipeline accuracy.

  • Alignment across diverse teams and product lines under a unified sales logic layer.

  • Elimination of workarounds and duplication by leveraging Salesforce best practices.

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”As technologies change, so must our approach to sales.
Sales roles now involve considerably more analytical
and sales leadership skills than the social encounters
and contract-signing roles of previous decades.
Thanks to SalesChoice, we’re making progress.

David EkstrandVice President of Business Sales and Solutions

The Results

The redesigned sales process delivered immediate ROI, enabling BS&S to improve forecasting, streamline operations, and enhance customer engagement.

Key outcomes included:

  • Increased data visibility and accuracy, reducing the cost of non-conformance.

  • Improved sales forecasting and reporting across diverse business lines.

  • Fewer errors and manual workarounds, boosting overall sales productivity.

  • Better sales coaching and enablement, supporting solution selling performance.

  • Enhanced customer data access, including history and preference tracking.

At the current rate, with highly conservative estimates, a boost in sales productivity was expected to result in 317% ROI from the deals closed over the next 3 years for BS&S, thanks to an increase in both new and renewal deals to the tune of $8.8M.

”We would absolutely recommend engaging SalesChoice to help you with Opportunity management within Salesforce.

Darren CarlsonBusiness Consulting Manager