Global Manufacturing Sales Transformation

Challenge

IndustryCorp International, a leading global manufacturer with operations in 15 countries, was struggling with fragmented sales processes across regions. Their legacy CRM system couldn't provide a unified view of customer interactions, leading to missed opportunities and inefficient sales cycles. Sales representatives spent too much time on administrative tasks rather than building customer relationships, and management lacked visibility into the sales pipeline.

Solution

After a comprehensive assessment of IndustryCorp's sales processes, we implemented a tailored Salesforce Sales Cloud solution that standardized sales operations across all regions while accommodating necessary local variations.

We developed custom objects and fields to track industry-specific data points, created automated approval workflows for quotes and discounts, and built dashboards that provided real-time visibility into the sales pipeline at global, regional, and individual levels.

The implementation included integration with their ERP system for seamless order processing and inventory checks, as well as integration with their marketing automation platform to create a complete view of the customer journey.

We also developed a mobile solution that allowed sales representatives to access critical information and update opportunities while in the field, even without internet connectivity.

Results

• 35% increase in sales revenue within the first year
• 42% reduction in sales cycle length
• 68% improvement in forecast accuracy
• 25% increase in sales representative productivity
• Complete visibility into global sales operations with real-time reporting