Founded in 1993, this Company specializes in the engineering and manufacturing of vacuum cleaners, hand dryers, bladeless fans and heaters. They had a multitude of issues that Acumen Solutions was able to solve using Salesforce, including but not limited to using multiple systems that operate independently and lack of pipeline visibility.
As a leader in the retail industry, the Company must constantly be looking at future opportunities for growth. However, they struggled with a lack of visibility into their revenue-generating deals within their pipeline. The little information that they were able to gather from their pipeline often existed in separate, un-integrated systems. They collected a wealth of data in these individual systems but had to run separate, manual reports for each one, resulting in limited, labor-intensive analytics and insight into their organization. On top of that, much of their collected data was often unreliable and their existing systems lacked a relationship with end customers. Their sales staff did not see the value-add of implementing Salesforce Sales Cloud, which would make it difficult for them to adopt the new systems along with new customized features like the in-house cost calculator designed within Salesforce.
To address some of the key issues the retailer was facing within their organization, Acumen Solutions implemented the Salesforce Sales Cloud Console which included: core Sales Cloud CRM functionality, real-time reporting and dashboards, duplicate record prevention, Bi-directional PNP integration, a custom-built cost calculator, and more! Our consulting team also added a comprehensive Company Specific Relationship-Based Data Model, which involved the design and analysis of the sales and marketing processes to represent relationships within the Company - including Architects, Firms, Suppliers, Distributors, etc. We also added a visit management feature that would provide their team with the ability to record objectives and outcomes for individual sales visits.
Return on Investment
Upon completion of our Salesforce implementation, the Company noticed significant improvements throughout various departments. Now their sales team has a unified sales process across all markets. They’ve also gain improved pipeline visibility (highlighted as a key issue during requirements analysis) and improved business development efficiency. All of this leads to sales staff spending less time on admin functions resulting in more time available for sales activities.