Our customer, a global leader in kitchen technology sells a popular multifunctional cooking device through a direct sales model. With 100,000 independent consultants, the company relies heavily on effective lead tracking and sales visibility to drive success and for boosting global sales. Facing challenges in streamlining transaction processes and maintaining visibility over lead management, they partnered with Oktana. Our team leveraged Salesforce to create a customized solution that improved efficiency, automated workflows, and increased conversion rates.
Challenge
Due to the large amount of individual consultants, the company had a persistent challenge with lead and opportunity visibility. When leads were assigned to consultants, leadership had no way to track progress or outcomes efficiently, impacting their ability to make informed sales decisions. This lack of visibility led to missed opportunities and hindered the overall effectiveness of their sales approach. Additionally, assigning leads manually based on zip codes was a cumbersome and time-consuming task, often delaying follow-ups and limiting engagement potential.
Solution
Oktana addressed the customer’s challenges by implementing a comprehensive, tailored solution built on the Salesforce platform, designed to streamline processes, enhance visibility, and automate key tasks.
- Portal Development: We developed a customized consultant portal, centralizing lead and opportunity management. This portal gave consultants the tools to efficiently handle leads, track progress, and follow up on opportunities in real-time.
- Sales Cloud Optimization: We optimized the existing Salesforce Sales Cloud platform. Through the creation of detailed, real-time dashboards and reports, leadership gained full visibility into the status of all leads and opportunities, allowing them to monitor progress, ensure timely follow-up, and make data-driven decisions to boost conversion rates.
- Process Automation: We automated the process with a zip code-based system that automatically matches leads to the appropriate consultants. This not only reduced the manual effort required from branch managers but also ensured that leads were promptly assigned, minimizing delays. Additionally, we implemented an SMS text notification system to alert consultants instantly when a new lead is assigned to them, enabling immediate follow-up on high-priority leads.
- SSO Integration: To improve user experience and enhance security, we integrated a Single Sign-On (SSO) solution. This streamlined the consultant login process, reducing friction and ensuring secure access to the system with minimal effort.
- U.S. to Canada Sales Process Replication: To ensure consistency and scalability across regions, we successfully mirrored the U.S. sales process for the Canadian market. This strategic alignment helped them maintain a uniform sales strategy across their operations.
Results
These enhancements transformed the company’s Sales Operations. The consultant portal and Sales Cloud optimization gave leadership a clear view of lead progression, enabling targeted follow-ups and data-driven decisions.
Automation of the lead assignment process significantly reduced the time branch managers spent on manual tasks and ensured that consultants could respond to leads promptly, which resulted in improved lead conversion rates.
By replicating the sales process for the Canadian market, the company achieved consistent efficiency across regions, while the SSO integration streamlined consultant access, reducing login issues and increasing productivity. Ultimately, these advancements led to boosing global sales, greater revenue, enhanced engagement with prospects, and a more agile and effective sales process.
If you’re looking for a tailored Salesforce solution to streamline your sales processes and improve efficiency, contact us today to see how we can help optimize your business operations.
