Background
The marketing executive of this MidMarket custom engineering client needed a user-friendly
platform to run their Sales operation. Their existing CRM had been abandoned due to lack of adoption and ineffective reporting. The solution needed to enable Inside Sales, Field Sales & Sales Management, to set and measure performance to goal, pipeline sufficiency and forecasting to drive procurement.
Hurdles
The company had a prior CRM which had been abandoned. The company needed data migration from the legacy CRM, ERP and Outlook into Salesforce.
Goals
We set out to define and implement a simple sales process, implement Salesforce.com and load clean data, then train the users on the sales process.
Deliverables
- Simple sales process creation
- Sales Implementation (Salesforce)
- Sales Data Migration & Cleaning
- Sales Management Reporting (Salesforce)
Applied Experience
- More than 30 years of experience with CRMs
- Worked with Salesforce.com for 20 years
- Over 100 implementations from 2 to 3,500 users
The Return on Investment
Work Smarter
By defining the sales process for inside sales and field sales and implementing it in Salesforce.com, the sales team can use one system for all their work, eliminating double entry & saving them time.
Manage Better
We created a sales management process with dashboards and reports covering sales pipeline, forecast, and activity. The leadership now have a clear view of the revenue forecast.
Grow Faster
By focusing the team on prioritized opportunities, making communications easier and management data driven, the client Now executes their sales strategy end to end on Salesforce.com.
