Utilizing Salesforce for Sales Process
The Challenge
Our client, a leading manufacturer, struggled with several inefficiencies in their sales process, hindering their ability to close deals, manage accounts, and track important sales metrics.
Key challenges included:
Difficulty closing leads and tracking the journey from lead to opportunity.
Manual contract signing process, leading to delays and errors in finalizing contracts.
No visibility into converting signed contracts into orders, making it hard to measure success and performance in Salesforce.
Lack of activity tracking for salespeople, making it difficult to assess performance and optimize strategies.
No system for tracking user logins and activity, leading to potential accountability issues.
Inability to monitor sales quotas, preventing management from tracking performance against goals.
No visibility into the confidence level of opportunities, leading to uncertainty in forecasting.
Manual process for automating warranties, leading to inefficiencies.
Over-licensed Salesforce accounts and a lack of territory management, resulting in poor account coverage and overspending on Salesforce licenses.
The Solution
To address these challenges, the Springbach Salesforce team implemented a comprehensive solution that included Sales Cloud, Manufacturing Cloud, Salesforce Maps, Salesforce Mobile, and an Integration with DocuSign to automate contract management.
Sales Cloud Implementation:
Lead to Opportunity Conversion: Salespeople could now easily log activities via both desktop and the Salesforce mobile app. This allowed for seamless conversion of leads into Accounts and Opportunities, ensuring better tracking and faster deal closures.
Contract Automation with DocuSign: To streamline the contract process, we integrated DocuSign, allowing the sales team to send contracts to the primary contact for digital signing. This eliminated manual processes, reduced errors, and sped up deal closure.
Territory Management & Salesforce Maps:
Automatic Territory Assignment: Through Salesforce's Territory Management, incoming leads and newly created accounts were automatically assigned to the appropriate Sales Rep based on their geographical territory and leaders gained a better visibility of their team’s activities and accounts.
Salesforce Maps: Sales reps could now view all their accounts in one place, plan their weekly routes, and track competitor activities, ensuring effective time management and customer engagement.
Manufacturing Cloud Implementation:
End-to-End Visibility: The Manufacturing Cloud allowed for the integration of the entire customer lifecycle, from sales to service, ensuring that recurring contracts and the full book of business were seamlessly managed within Salesforce.
Accurate Forecasting: With Manufacturing Cloud, the client could now track volume and revenue forecasts in real-time, enabling accurate business planning and ensuring high levels of customer satisfaction.
Performance and Activity Tracking:
Sales Activity Monitoring: The system provided insights into individual sales rep activity, including login tracking, account engagement, and sales performance against quotas.
Opportunity Confidence Levels: Sales reps and management could now track the confidence level of each opportunity, improving sales forecasting and decision-making.
Optimized Salesforce Licenses:
By implementing Salesforce in a more structured and efficient way, the client was able to optimize their Salesforce licenses. The integration and automation reduced the need for unnecessary licenses, leading to significant cost savings.
The client was overspending on Salesforce licenses, and adoption across the team was low. After assessing license usage and addressing the system's technical debt, we helped the client reduce their license count and significantly improve user adoption.
The Results
The implementation of Sales Cloud, Manufacturing Cloud, and DocuSign provided our client with a fully integrated sales process, enabling them to:
Close deals faster and more accurately with automated contract management.
Cleansed and accurate data in the system
Track sales activities and rep performance seamlessly, improving accountability and transparency.
Monitor sales reps' quotas and performance against actual orders.
Optimize territory management, ensuring that leads were properly assigned, and sales reps could effectively engage with all their accounts.
Gain visibility into sales opportunities and forecasts, improving decision-making and revenue predictions.
Enhance customer satisfaction by integrating customer service and recurring contracts into the system, ensuring a seamless experience.
Resulted in savings of $350,000 annually on Salesforce licenses and a 35% increase in sales rep productivity to close deals faster and accurately.
The overall impact was a more efficient, streamlined sales process, greater accountability, and improved business growth, all while reducing costs related to over-licensing Salesforce accounts.
By partnering with Springbach, the client was able to achieve their goals of simplifying sales operations, improving contract management, increasing productivity, and driving business growth.