Case Study

Improving Salesforce Effectiveness for a healthcare major

Challenge

Lack of visibility into the sales team's effectiveness

The client was spending heavily on sales but had no tool or metrics that could gauge the effectiveness of the team. The ROI on the spends was too low.

With a few defined workflows and multiple levels of manual intervention, the reporting process was inefficient and inconsistent. The client believed that transforming sales processes and operations would not only help in improving the productivity of the team but also improving revenue and shareholder value.

The Solution

Innovantes helped the client build new sales processes, developed mobile apps for its sales force & a new dashboard for the management. Business development executives use new apps as their primary tool to manage leads and track opportunities. Management has access to real-time information at the granular level.

Automated workflows and streamlined sales processes

The team streamlined all processes including tour planning, approval, expense management & approval. Automated workflows included computation of bills based on distance tracked through geolocations. Processing time reduced from 7 days to 2 hours.

Real-Time Reporting

The apps enabled the sales force to report sales calls through the app while on the field. With accurate geolocation tracking, the adherence to the sales plans could now be tracked on a real-time basis and employee productivity improved by over 50%.

New Sales Dashboard

Important sales metrics were identified and captured. An easy to use dashboard enabled visualization of the important metrics at multiple levels- national, regional etc.

The Impact

Setting new standards in operational excellence

20%

Improvement in sales ROI within 6 months

70%

Improvement in adherence to the sales plan

55%

Improvement in employee productivity

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