Background
With 40 sales representatives producing annual revenue of $750m, the client wanted to be sure that implementation of Salesforce.com would augment market share and increase total revenues. Their sales team and service team needed to earnestly engage with the CRM tool to grow the company through business value, pipeline visibility, and sales operations insights.
Hurdles
The company had grown by acquisition and had multiple divisions operating differently with an informal sales process, which created huge non-productive time burdens on the sales teams.
Goals
Define a sales process for 20 products that involved 4 divisions and 3 departments.
Deliverables
- Sales Team Interviews
- Sales Process Matrix
- Sales Process Playbook
- Sales Management Cadence & Metrics
- Salesforce Adoption Roadmap
- Salesforce Demonstration Environment
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 streamlining and unifying common sales process elements and adding Salesforce automations we reduced the non productive time and effort required by the sales team to get the information they need.
Manage Better
We integrated data from multiple sources to create Customer 360 Insights. We automated Sales Metrics and pipeline reporting. Now managers have the data to manage.
Grow Faster
By focusing the team on prioritized opportunities, making communications easier and management data driven, the client can measure and accelerate growth of the team and revenues.
