It has been a steep climb for SPH to get to where it is today. Less than two years ago, its sales team was split across different media types and lacked a single customer view. “We brought the team together so we could offer more integrated solutions, tailored to each advertiser’s needs,” said Tan.
It was a smart move and one which benefits the advertisers, but the job for the sales reps quadrupled in complexity with processes which were much more convoluted. Just to put together one campaign proposal, reps had to access multiple systems. The introduction of Sales Cloud has provided them with a more efficient and effective way to work. It provides a shared view of the customer and supports more modern sales processes, including automated lead scoring, sales forecasting and team collaboration. And at SPH, the integration of Salesforce with apps like Google Mail and Google Calendar has reduced the need for reps to move between siloed systems and improved productivity. Soon, SPH will roll out Adpoint from the Salesforce AppExchange, enabling reps to manage the entire sales and booking process from a single workspace. “We’re making life easier for reps and giving them seamless access to the tools they need, whether they’re in the office or on their mobile,” said Tan.
Reps have embraced the new technology, thanks in part to SPH’s decision to engage the help of a change management consultant through Salesforce. The consultant helped the change management team within SPH to communicate and create excitement about the benefits of the technology, facilitating fun activations including a celebratory launch.