About the client
Our client is a UK-based organization that has been a significant player in the nation’s economy. Salesforce CRM has been used by the client for the last five years to manage their sales operations. The client wanted to increase market share and leverage growth potential, but the constant decline in sales is preventing them from doing so. This decline was constant despite the extensive resources availability, experienced sales team, and Salesforce CRM at their help.
The client reached out to Cyntexa to find out the root cause and help them unlock their full sales potential.
Challenges
Despite having a robust CRM system in place, the client was going through several challenges that were hindering their sales performance. One of the primary issues was the outrageous time spent by the sales representatives on manual administrative tasks. These activities, while required, did not contribute directly to revenue generation, thereby reducing the time available for more productive sales efforts.
Adding to this, the client was facing difficulties in quickly onboarding new sales representatives into their team. The ramp-up time for new reps was longer than expected, which impacted the overall sales output. This challenge was further escalated by the lack of standardized processes within the sales team. The representatives, in their eagerness to close deals, often deviated from established procedures, leading to inconsistencies and potential risks.
Another significant challenge was the use of static account plans. These plans, while providing a structured approach, lacked real-time data access for the working members. This often resulted in valuable data being ignored, impacting the team’s ability to make informed decisions.
In summary, the client was dealing with a variety of challenges, including;
- Time-consuming manual tasks
- Slow onboarding of new sales reps
- Lack of standardized processes
- Limitations of static account plans
Solutions
We implemented the following solutions to overcome the above challenges for our client;
- Maximizing selling time with intelligent automation: We utilized Process and Flow builders to provide almost 17 Quip actions. These actions helped automate consistent business processes, significantly reducing the time spent on manual tasks and allowing the sales team to focus more on revenue-generating activities.
- Ramping reps faster and smarter: With the implementation of Quip, we enabled the sales team to sync essential documents with specific Salesforce records. This streamlined the sales process as every part of the deal was available in a single view, thereby reducing the ramp-up time for new reps.
- Data-driven account strategies: Quip was used to transform static account plans into dynamic ones. In dynamic accounts, data automatically gets synced into Salesforce whenever there is an update. This ensured that the entire team had access to real-time data, enabling them to strategize based on the most current information.
- Standardize unstructured sales process inside CRM: Quip enabled the admins and developers to correlate the right Salesforce record automatically. This ensured the standardization of the sales process. This level of automation allowed every rep to reach the endpoint following the same procedure, bringing consistency and efficiency to the process.
Testimonial
“The team is knowledgeable and hard-working. They have suggested the right solution that helped us in increasing our sales.”
Benefits
- Automation of tasks allowed reps to focus more on sales
- Dynamic account plans provided up-to-date information for strategizing
- Real-time data syncing enabled better teamwork and decision-making
- Standardized processes minimized potential risks associated with deal closure
- Syncing documents with Salesforce records provided a comprehensive view of deals
