About the Client
Manual lead tracking, sales quotations, and invoicing slowed operations, increasing errors and impacting customer experience.
Industry : Manufacturing – Industrial Minerals & Mining
Company Size : Mid-sized organization with a growing team.
Key Challenges : Rio Clays struggled with inefficient lead management, manual quotation processes, and a lack of order tracking, which hindered sales productivity and customer engagement.
Manual lead tracking, sales quotations, and invoicing slowed operations, increasing errors and impacting customer experience.
Challenges
- Inefficient Lead Management: Difficulty in tracking and prioritizing leads by category and region.
- Manual Quotation Process: Sales teams manually created and sent quotes, slowing down deal closures.
- Lack of Order Tracking: No system to monitor order dispatch and delivery status, leading to inefficiencies.
- Limited Sales Activity Visibility: Absence of reporting and tracking mechanisms for sales performance.
Approach
Creatique Technologies applied the People, Process, Systems framework to optimize Rio Clays’ sales operations:
People: Provided virtual training for the sales team to ensure effective system adoption
Process: Automated lead tracking, quotation generation, and order management to reduce manual workload.
Systems: Implemented Salesforce solutions using Visualforce, Apex, Flows, and Triggers for enhanced automation and efficiency.
Solution
1. Lead Management Enhancement:
- Developed functionality to categorize and track leads by rating, region, and category.
- Enabled sales representatives to access prioritized to-do lists within Salesforce.
2. Automated Quotation & Order Management:
- Created automated quote templates, syncing them back to sales opportunities.
- Implemented a centralized customer view for better engagement and faster deal closures.
3. Activity & Sales Tracking:
- Provided visibility into sales activities with out-of-the-box reports and dashboards.
- Developed a Visualforce page to streamline sales processes and monitor progress.
4. System Enhancements:
- Configured domain settings, user roles, and security profiles.
- Established automation using Flows and Triggers to optimize workflows.
- Implemented validation and duplicate rules for improved data accuracy.
- Integrated email templates, quick actions, and list views for improved user experience.
- 5. User Training & Testing:
- Conducted end-to-end testing of the implemented solutions.
- Delivered 5 hours of virtual training to ensure smooth adoption.
Results & Impact
- Increased Efficiency: Automated workflows reduced manual tasks, enhancing operational efficiency.
- Improved CRM Adoption: Sales teams effectively leveraged Salesforce for lead management and tracking.
- Faster Insights: Reporting and dashboards provided real-time sales and order tracking data.
- Accelerated Revenue Growth: Faster quote approvals and order processing contributed to increased deal closures.