Helping Resolve Sales Rep Productivity Issues Using Salesforce (Case Study)


It is common knowledge highly efficient sales teams play a key role in helping companies increase their sales revenue considerably. Unfortunately, many companies suffer from poor sales rep productivity. In most cases, the problem is caused due to the absence of effective processes to handle leads and opportunities in a proper manner, often leading to low sales volumes, and consequently, reduced profits.


Businesses can resolve this problem by developing robust sales processes and using a powerful Customer Relationship Management (CRM) system such as Salesforce. Read on to know how Solunus helped a leading manufacturing company overcome their sales rep productivity challenges by streamlining their processes and implementing Salesforce.


About the Client

The client is a multinational manufacturing organization, based in Detroit, Michigan, USA. The company produces automotive components for various car manufacturers in 12 countries. The manufacturer earned a revenue of 2.4 billion USD, in 2020.


Project Overview

The customer approached us to develop a solution that would enable them to enhance the productivity of their sales reps. The manufacturer also wanted us to redesign their lead and opportunity management processes and develop a data analytics system of high efficacy.


Challenges Faced by the Client

  • The client suffered from very poor sales rep productivity

  • They were facing problems in implementing proven selling best practices

  • The manufacturer had no streamlined lead and opportunity management processes

  • They did not have an effective data analytics capability

  • The customer’s end-to-end sales process was ineffective


Solution Provided by Solunus

As part of our tailor-made solution for the manufacturer, we implemented Salesforce Sales Cloud with standard capabilities viz. Account, Contact, Opportunity, Lead and Quote. We also developed a highly effective process to migrate the company’s sales data to Salesforce Sales Cloud. Our solution also included the following.


1. Setting Up a Robust Process to Manage Historical Data

We developed a very effective process that enables the client to manage their historical data without hassles, with minimal expenditure.


2. Implementation of an Effective Product Pricing Management System

Our experts worked with the manufacturer to implement a system of high efficacy that allows the company to manage their product pricing activities seamlessly.


3. Development of an Efficacious Data Analytics Framework

We created a very effective analytics framework that helps the manufacturing company make the best use of its sales data. Our specialists also configured real-time reports and dashboards to meet the customer’s unique reporting needs.


Business Results

  • 35% Increase in Sales Rep Productivity

  • 360° View of Customer and Sales Data

  • 30% Improvement in the ROI on Sales

What You Can Expect by Partnering with Solunus

  • 70% Increase in Work Order Processing Efficiencies.

  • 60% Reduction in Manual Processing of Tasks.

  • 360° View of Operational and Sales Data.

  • 90% of Customer Complaints Are Resolved on the First Contact.

  • 47% Increase in Productivity of Service Reps.

About Solunus

Solunus is a dedicated Salesforce partner organization, headquartered in Dallas, Texas. Our unrelenting focus on comprehending the unique needs of our clients coupled with our unrivaled expertise of the Salesforce platform enables us to deliver the perfect solutions that create the best value for manufacturing firms.

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