With Salesforce Expansion, CT Corporation Cuts Sales Cycle and Doubles Average Number of Weekly Sales Calls per Rep

“Here at CT Corporation it says right there on your offer letter, ‘Use of Salesforce is a condition of your employment.’ We have a powerful system at our disposal, and we take full advantage of it.”


Challenge
  • CT Corporation, a leading provider of compliance and governance workflow tools and services, needed a Web-based, centralized repository of sales and customer information to streamline operations and boost the effectiveness of the sales process
  • The incumbent manual spreadsheet solution could not meet the expanding needs beyond contact management
  • Lags in the sale cycles revealed a need to condense the time to close
  • Execs needed real time data so ad hoc reports were constantly requested

Solution
  • CT Corporation initially deployed Salesforce Enterprise Edition to select users; it subsequently rolled out the solution with Microsoft Outlook integration to 215 users in six departments that span sales, sales engineering, finance, service, telesales, and compensation
  • Integration with an order system sends real-time feeds so order information shows up in Salesforce within minutes
  • One-way integration with JD Edwards displays consistent real-time financial and compensation information in Salesforce
  • To enforce 100 percent adoption, the company mandates the use of Salesforce as a condition of employment and bases compensation off numbers reflected in the system
  • Customizable dashboards track pertinent metrics, such the number of orders taken, orders cancelled, and a bevy of sales performance data that can be viewed at a glance
  • Using Salesforce Marketing, the company creates campaigns that generate leads from contests and tradeshows
  • CT Corporation replaced Remedy with Salesforce Call Center to manage a 40-person 24/7 call center; cases track each customer issue so anyone can see what’s happening with a particular customer at the click of a mouse
  • Custom tabs such as EDGAR Order Forms, Finance, Collections, and SWAT Forms, which provide empty/full meters to gauge the workload of a group that takes on overflow work, house specific information relevant to each group

Results
  • Salesforce helped the company identify the cause behind lags in the sales cycle, resulting in 80 days cut from the process
  • CT Corporation doubled the average number of weekly sales call per rep
  • By tying the conditions of employment and compensation to the use of Salesforce, the company ensures 100 percent adoption—thereby driving data consistency and integrity
  • Service, marketing, and sales have access to account activity from any location while management has better visibility into productivity, pipeline, territory coverage, close rates, and other key metrics
  • Eliminated all ad hoc manual reports
 
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