To achieve its goals and boost rep productivity, Mindtree worked closely with Salesforce to create a blueprint and implement Sales Cloud in stages to streamline sales processes. Together, the companies built out a series of automated actions to validate leads and move them through the sales pipeline.
“For the initial rollout, we focused on giving the sales team certain features like notifications, that would help them on a day-to-day basis and improve visibility of pipeline. We also created dynamic dashboards for every sales rep aligned to their pipeline. We still do this for new reps as it gives them the real-time information they need to be successful,” said Babel.
Mindtree has now expanded its use of Sales Cloud and moved from Classic to Lightning Edition. The transition to Lightning has made it easier for reps to manage opportunities on a mobile device and has improved productivity by 8-9% in a year.
The company has also increased its use of automation. It has set up triggers to automatically remove leads from the active pipeline to a holding pipeline after thirty days so reps can focus on those more ready to convert. There are separate triggers to initiate Pricing, Compliance, Legal and Risk Management processes for opportunities that progress to the proposal stage and beyond.
Another smart move by Mindtree has been to funnel any dropped leads and opportunities into the same pool as its holding pipeline and allow for these to be reactivated later on. This has ensured that the pipeline is not inflated and at the same time provides new reps access to pipeline to nurture immediately.