Pidilite’s Industrial Products Division caters to the requirements of the B2B customers in more than 30 industries. Historically, the company managed customer engagement and sales processes through complicated project trackers and spread sheets. As the sales team grew, there were challenges around key account management, opportunity pipeline visibility, optimising time spent and quality of engagement.
Pidilite realised the need to deploy a CRM tool and adopted Salesforce. The objective was to enable and automate sales processes and channel daily activities of the Sales, Business Development and Innovation team members towards a deeper and seamless customer engagement.
Today, all Sales, Business Development and Management Team members of Pidilite Industrial Products Division are using Sales Cloud to qualify leads, and prioritise and track activities around key accounts and opportunities on-the-go. On average, each rep is logging an average of two and a half activities a day which provides much more transparency around what’s happening out in the field.
Review processes structured through Sales Cloud have improved productivity and opportunity conversion rates.
“The adoption of Salesforce has made a deep impact on how management reviews the business day-to-day. Access to quality data has enabled business improvement initiatives, shifting the focus of the review to sales force effectiveness and productivity,” says Rajesh B, CEO Industrial Products.