Overcoming Sales Rep Efficiency Problems with Salesforce (Case Study)


It is well-known that highly good sales teams play a critical role in enabling firms grow their sales revenues significantly. Unfortunately, several organizations face the problem of low sales rep efficiency. In a vast majority of cases, the issue is a result of the lack of well-defined processes to manage leads and opportunities with high efficacy, often leading to low sales volumes, and consequently, reduced profits.


Companies can overcome this challenge by defining proper sales processes and leveraging a robust Customer Relationship Management (CRM) solution such as Salesforce. Today, let us see how Solunus enabled a leading aviation company to resolve their sales rep productivity issues by streamlining their processes and implementing Salesforce.


About the Client

The client is the only electronic business network serving the aviation MRO industry. Founded in 2000, the Farmers Branch, Texas based company provides services to leading names in the sector to automate the exchange of data for commercial transactions.


Project Overview

The client wanted us to develop a solution that would help them improve their sales rep efficiency. They also sought our assistance in redesigning their lead and opportunity management processes and creating a very effective data analytics system.


Challenges Faced by the Client

  • The client suffered from low efficiency of its sales reps

  • They were having issues in implementing proven selling best practices

  • The customer had no proper processes to manage leads and opportunities

  • They did not have an effective data analytics capability ​

  • Their end-to-end sales process was ineffective

Solution Provided by Solunus

We implemented Salesforce Sales Cloud with standard capabilities viz. Account, Contact, Opportunity, Lead and Quote. Our team set up an efficacious process for migrating the firm’s sales data to Salesforce Sales Cloud. Our solution also included the following.


Defining an Effective Process to Handle Historical Data

Our team defined a robust process that helps the client to manage their historical data seamlessly, with minimal cost.


Implementation of an Efficacious Product Pricing Management Framework

We worked with the customer to implement an effective framework to manage their product pricing activities without hassles.


Creation of Real-time Data Reports and Dashboards

We developed a robust analytics system that empowers the customer to fully leverage their sales data. Our experts also configured real-time reports and dashboards to meet the company’s specific reporting requirements.


Business Results

  • 360° View of Customer and Sales Data

  • 38% Increase in Sales Rep Productivity

  • 31% Improvement in the ROI on Sales

What IT and High-Tech Companies Can Expect by Partnering with Solunus

  • Faster Stakeholder Collaboration

  • Up to 35% Growth in Sales Productivity

  • Up to 40% Reduction in Decision-making Time

  • Significant Increase in Customer Satisfaction

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 manufacturers.



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