SP Robotic Works today uses Salesforce to consolidate data from online and offline channels, streamline sales pipelines, and obtain a single view of its customers.
The company has successfully broken-down multiple customer touchpoints into tasks and workflows that help the sales team move customers through any stage of the funnel. “With this level of automation, all the salesperson has to do is log into Salesforce and follow the 100-150 tasks laid out for the day to drive conversions,” says Pranavan.
This has helped the lean team of 50 sales agents efficiently handle over 10,000 queries a month.
Sophisticated algorithms deployed on the platform equip salespeople with meaningful insights into lead quality. “The sales team has detailed information on every lead, ranging from when they can make contact, and which lead is open to re-marketing efforts, to when the lead should be removed from the funnel,” explains Pranavan.
These insights have increased the sales team's efficiency and conversion rates by 200%.
Also, with granular data available on each lead, sales agents can tailor conversations and help customers with their queries more effectively, rather than just recite a scripted sales pitch.
Priya explains, “We depend on technology too, not just a sales team; Salesforce takes care of everything in the backend, enabling our sales team to bring the human touch to conversations.”
SP Robotic Works also uses Salesforce Marketing Cloud to effectively engage with customers across channels. “Carefully crafted user journeys nurture our prospects and customers, seamlessly moving them from one stage to the other,” details Priya, “This allows us to be resource-light, and reduce dependency on additional sales resources.”
With all marketing data on one platform, the team has insights into which channel drives more leads, enabling data-driven decisions on advertising investments. “Thanks to detailed reports, we no longer have to use the ‘spray and pray’ approach; our data leads us, and we have seen a resulting spike in our sales numbers,” says Pranavan.