Challenge
- The need for greater communication between the global sales force
- The requirement to improve the accuracy of sales forecasting
- The need to become proactive in decision making, rather than being reactive to change
- Lack of a unified system that could collate and report on all relevant sales data
Solution
GDCM selected Salesforce.com, working with Visual Insight as the implementation partner. Although Salesforce.com provided much of the functionality that the company needed it was not designed to deliver the detailed and accurate reporting that GDCM required. The addition of Sales Pipe Insight gave them an advanced analytic tool to run alongside the new CRM system. Using the data captured in Salesforce.com, it offered enhanced visibility of the company’s pipeline and provided a clearer picture of opportunities, allowing for greater forward business planning.
Results
- Ability to rapidly quantify the value of leads coming into the business
- Significant improvement in forecast accuracy and the quality of the sales process
- Consistent view of the best sales opportunities for closure
- Precise reporting and figures from all regions across the global network
- Ability to monitor the performance of the sales team and focus resources appropriately
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