DemandBlue eliminates sales process inconsistencies and shortens sales cycles for a leading energy management company
About the Client
The client is a leading North America-based energy management company that delivers innovative solutions to large commercial and industrial energy users.
The Business Challenge
The client has sales teams in both US and Canada. They were managing their sales targets and forecasting manually. This delayed the visibility to the management on the sales team’s progress and prevented making necessary interventions as required.
DemandBlue analyzed the management team’s requirements and understood how the need can be visualized using dashboards.
DemandBlue team initiated a four steps approach.
First, the team implemented the Salesforce MultiCurrency feature that maps location specific for targets for the sales team
Second, we enabled Collaborative Forecasting to calculate their sales data, such as
- Annual Sales Targets
- Opportunity to Sale Ratio
- Average Order Value
Third, the team created customized reports and dashboards specific to the Salesperson and the Executive Staff to display opportunities based on their locations.
And finally, we established Access Control protocols for the reports based on hierarchy and geography.
- Improved visibility to the management team and helped the team to reduce the sales cycle by optimizing the processes .
- Reduced the time spent on creating reports and dashboards.
- Eliminated the ambiguities and provide sales metrics/KPIs with extensive dashboards and reports .
Salesforce: Sales Cloud
Technologies: Multi Currency, Collaborative Forecasting, FLOW Automation