The education required to build trust and engagement with customers means that opportunities can take as long as two years to close. Brolly needed Salesforce to help it effectively manage these opportunities and provide a seamless customer experience throughout the sales cycle. It also wanted a scalable platform to support its growth in Australia and overseas. The last thing you want when you start to grow is to have to put the brakes on while you put in new technology. That’s why we brought in Salesforce early on and it’s now growing with us said Martina.
Sales Cloud provides the company with a 360 degree view of customers which can be used to personalise conversations and campaigns. It also automates workflow and connects with apps from the AppExchange to drive productivity. These include CloudComp which is used to track commission and Conga Composer which Brolly is using to streamline creation of complex proposals.
On top of these benefits, Sales Cloud provides management with a real-time view of opportunities and sales activities in the field. This has become increasingly important over the past 18 months as the sales team has expanded from one to 12 reps, including many who work remotely.
Our sales reps are now spread out across different regions which can be difficult to manage. However, using Salesforce gives me visibility into their activities so when I meet with reps, I don't need to ask where each deal is at. We can have much more strategic conversations said Martina. “I can also see where opportunities are stalled and immediately reach out to offer support.”