CPP Increases Customer-facing Time by 25% and Reduces New Hire Sales Training by 30 Days per Individual with Salesforce

Challenge

• Sales processes dominated by reliance on spreadsheets, emails, Word documents and other fragmented systems
• Took excessive amount of time to train new sales people owing to un-coordinated systems
• Complex sales opportunities require input from different parties, including Commercials, Technical & Legal, before it is agreed that CPP will bid for the business

Solution

• Proven, internet-based on-demand CRM system deployed to more than 40 users in five geographies to create single, unified view of business to business customers, including major banks, credit card providers and other finance institutions
• Evaluation between salesforce.com, RightNow and Microsoft showed that salesforce.com had the highest rating from analysts in terms of cost of ownership, speed of deployment, ease of customization, and integration with legacy processes.
• Using the Force.com Platform, when an opportunity needs to be reviewed, teams involved sign in, view the opportunity, raise questions and then approve/reject it. All comments held centrally; everyone has up to date information & visibility is increased
• Miller Heiman Blue Sheet deployed for strategic selling
• Self-service partner portal / case management
• Other customized functionality includes holiday request forms, online expense management, online travel and literature approval system

Results

• Salesforce deployed in 23 days – including time for training staff.
• Reduced sales training time for new staff by more than 30 days per sales person
• Increased sales customer facing time by 25%, equivalent to five hours per sales person per week
• Increased sales productivity by 25%
• Improved visibility and insight into work in progress, including sales pipeline, forecasts and support enquiries
• Enabled the company to introduce standardized, repeatable sales processes and methodology worldwide.
• Sales organization now speaks the same language and can share and coordinate sales opportunities