Sales Forecasting and Reporting Capabilities for Environmental Cleanup Company - Solunus (3)

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Sales Forecasting and Reporting Capabilities for
Environmental Cleanup Company
Case Studies
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About This Project

• The client provides environmental cleanup and
  maintenance services for the construction
  projects in and around the USA.
• They work in three different sectors
• Remediation (Environmental cleanup)
• Industrial Services (chemical plants and
• industries)
• 3. NORM RAD (radio active area)

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The Challenge
The client has acquired Salesforce licenses for
many years, but have issues with Salesforce
configuration and user adoption. The client
approached us to configure and customize the
Salesforce instance to fits their specific needs
and to provide the training to their power users
and end-users. The goal is to leverage Salesforce
as the system of records to handle automated
sales and business processes and to improve
productivity. They also planned to integrate
Salesforce with other existing applications. The
clients major pain area is the use of
spreadsheets for their sales forecasting.
Therefore, they would like to leverage Salesforce
forecasting to automatically handle the dynamic
calculation of their sales pipeline and revenue
distribution across four quarters.
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Solunus Solution
Solunus proposed health check, out-of-the-box
Sales Cloud rollout, bulk data migration
services, and 2-day onsite training for users and
power users. We also helped the client to
incorporate their forecasting process into
Salesforce. Salesforce customizable forecasts
enabled the executives to review forecast and
drill down through forecast amounts to see the
opportunities included in the forecast. Each
value in the opportunity stage is automatically
mapped to the probability and value in the
Forecast Category.
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Business Impact
With our implementation, the client was able to
achieve the following results Lead
Management Salesforce automation facilitates
automated lead conversions extracting leads
from marketing campaigns, website visits or
outbound calls. Auto emails notify sales reps
about the arrival of new leads in the
pipeline. Sales reps can quickly view all leads
on a daily basis and schedule a time to contact
them. Better customer engagement ultimately
increases sales win rates, reduce sales cycle
duration, enhance sales reps productivity and
eventually improve organizational revenue.
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Sales Team Management The majority of the time
the sales managers are tied up tallying sales
forecast sheets daily or weekly. Salesforce
automation implementation puts a full stop to all
such activities. It equips the sales manager with
a 360-degree view of all metrics required for
measuring sales forecasting and revenue. Sales
managers have access to each salespersons
activities, opportunities, sales figures and so
on. Using the real-time data, they can take
informed decisions quickly. Additionally, they
can also stay abreast of problematic areas for
example an underperforming sales representative
or low revenue month.
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Run the Whole Business from Salesforce1 Mobile
App Salesforce1 Mobile App helps employees move
faster and be more productive close deals,
service customers, track status, and even
collaborate and share files on any device all
from a single, integrated mobile app. Sales reps
who are often on the field will not have to wait
until they are back in the office to access vital
information. The sales teams job gets
streamlined making the end-to-end sales process
faster. Inevitably, this will translate into
increased bottom line through quicker sales.
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