Challenge
- The lack of a unified system that could collate and report on all relevant sales data
- The need to establish proper systems and processes and maximise the potential of an otherwise redundant investment in Salesforce.com
- The need for insight into existing sales processes and new opportunities
- The need to provide accurate reports and insight into the sales process to the board and stakeholders
- The need to become proactive in decision making, rather than being reactive to change
- The need to improve the accuracy of sales forecasting
Solution
Valista adopted Salesforce.com having spent many years using an inefficient Excel reporting system that provided no insight into where the company was in the sales process alongside forecast targets. However, Salesforce.com did not deliver the improvements that were hoped for as Valista was unable to configure the system to suit the requirements of the business.
The expertise of Visual Insight and its advanced analytics tool, Sales Pipe Insight, were brought in to run alongside Salesforce.com. This allowed Valista to populate the CRM system with all its historical and current data, and leverage the intelligence captured within it. Ultimately, Sales Pipe Insight offered enhanced visibility of the company’s pipeline and provided a clearer picture of opportunities, allowing for well-informed decision-making and planning.
Results
- Identification of the most promising sales opportunities
- Ability to pull precise figures from all regions across the global network and report with clarity to the board and wider stakeholders
- Ability to see all process steps and gaps, have constructive conversations early and take steps to improve the sales process
- Ability to monitor the performance of the sales team and focus resources appropriately
- Ability to introduce best practice approaches across the sales force
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