Sales Process and Forecasting
This client had an unstructured and undocumented pipeline, with no way of understanding their sales forecast and a growing sales team they needed support to rework their processes and tools
What was the challenge...
This client asked us to help with their sales pipeline and forecasting, historically the company used a mixture of individual unstructured lists, an outdated & unsupported CRM system and no quantifiable sales process. Challenges they faced were severalfold:
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Wasted effort creating manual quotations
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No central view of the pipeline of prospects or opportunities
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No management process to develop and regularly monitor the pipeline
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No ability for creating a sales forcecast to support business budgeting
What did we do...
We spent time with the client understanding what they initially required and identifying areas of inefficiencies with the current ways of working. Following a thorough understanding of the project requirements we commenced work by creating a sales process that would allow the pipeline to be objectively assessed. The process was supported by toolsets which included the resurrection of a historically failed implementation of Salesforce, the introduction of automated quote generation & pipeline linking, sales forecasting flags, role permissions and hierarchical pipeline management and completed with an automated forecast export to support other business systems
Features and Benefits
01.
Eliminated wasted manual errors between systems
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02.
Enabled sound financial forcasting to be developed from a reliable source​
03.
Eliminated non value add activities
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04.
Provided process to objectivly assess all opportunities
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05.
Enabled business intelligence to be leveraged from a single reliable dataset