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It gives me an independent view and an accurate estimate of what we're going to close. Very useful. Michael Evans, CEO, GDCM
I look at it on a daily basis. It was very accurate last quarter, more so than the sales team. Michael Evans, CEO, GDCM
It gives us a view of where our guys are in the management process and throws up any errors in the numbers at an early stage. Owen Nisbett, Finance Director, GDCM
Increased productivity and reduced costs come out of being able to see exactly where we can progress and the factors that might be stalling sales progress. Kevin McGarth, FCO, Valista

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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