Business Goals
Our client Inenco has over 50 years of consultancy experience working in energy and utilities management, responding to the changing needs of organisations across sectors from manufacturing to hospitality and retail to logistics. They have the expertise and insight to help successfully control costs, improve margins, achieve regulatory compliance and protect operational resilience. They help their customers make the right procurement decisions, better manage the complex process of utility billing, provide data and insight that improves operational and financial performance and provide expert consultancy that optimises consumption.
Their extensive sales team was a key to their rapid growth. They were converting a large number of prospects into active customers with every passing day. But with the increasing number of opportunities, Inenco realised the need to enhance their sales pipeline process for effective and centralised control of their sales department.
Challenges
All sales teams at Inenco used Salesforce CRM differently to process their prospects, and there was no standard process for generating orders from opportunities. This way of working imposed the lack of – visibility of the status of the opportunities in the sales pipeline to the sales managers, data retention from lost opportunities, and the ability to generate reports.
How NeosAlpha Helped
- meet the custom needs of each team
- be quickly adaptable and
- be scalable when the newer sales teams get added
was documented.
Our solution architects created a robust framework using Salesforce custom objects, APEX classes, process flows and reports.
- Designed a custom lead cycle which would allow sales agents to create leads with minimal information at the early stage of a sale
- Lead cycle enabled sales managers to view and assign the leads to desired sales team members for further follow-up and progress
- When the status of the lead is ‘qualified’, it leads to the auto-generation of accounts and contacts.
- Enhanced the existing opportunity lifecycle and introduced the be-spoke quotation generation feature to reduce the back office response time
- Availability of lost opportunity data (Winback) and customers due for renewal data(Retention) within Salesforce
- Task assignment by sales agent using chatter features like auto-enabled reminder notifications for calls and responding to queries from contacts
- Enabled list view for agents and managers to get a clear picture of the sales pipeline
- Visualise the performance reports and dashboards for managers to evaluate the sales agents
Results
- Inenco to quickly identify and tackle the reasons for losing the opportunities, thus increasing the lead conversion rate.
- Smoothen sales process to reduce the lead time required in completing all the sales stages, from converting a prospect to delivering the customer order
- Increase in the productivity of their sales team as Inenco was able to access the detailed performance reports of its sales agents.
