Our client designs, manufactures and markets motors and controls to a variety of industries, including oil and gas, heavy industry and the military. Recently, the client acquired another company, adding a service to their product offering.
The client, already a Salesforce customer for five years, asked product sales team members to log Account and Contact activity as well as Opportunities in Salesforce. When the service business was adopted, the team knew that there would be a greater volume of customers and inquiries than with the manufacturing side of the business. Having a robust tool to facilitate tracking of customer interactions became even more important. Management asked Sales Reps to be more diligent with data entry of activity and opportunity information, but didn’t have customized reports or dashboards to holistically see the data. In addition, they were tracking leads received from a data provider outside of Salesforce in a spreadsheet, which prevented management from efficiently distributing the leads to Sales Reps and tracking follow-up.
The Orion team built a Management Dashboard that showed aggregated Sales Rep data, including this quarter’s Won Opportunities, this year’s Opportunity Forecast and Pipeline, Sales Rep’s Past Activity, and Sales Reps’ Future Activity. The Lead object was configured to align with data fields provided from the external data service, and a business process was put in place for distributing Leads to Sales Reps.
Sales leadership can now quickly and easily take stock of data entered in Salesforce. This allows them to analyze the metrics based on data that is in the system, as well as follow-up with Sales Reps who may have data missing from the system. Salesforce functionality shepherds the lead development process by allowing leads to be distributed to Sales Reps efficiently and offering management visibility into Reps’ lead management activities.