Perkins Engines serves the agricultural, construction, industrial, power generation, rental, material handling, and marine sectors, providing engines, parts, and service support through a worldwide network of distributors and dealers. Perkins Engines Company Limited is a subsidiary of Caterpillar Inc. and has facilities and offices in Brazil, China, India, Japan, Singapore, the United Kingdom and the United States.
The Challenge
Perkins Engines, a significant industry player, faced several challenges within its sales team despite utilising Salesforce. The existing Salesforce configuration was overly complex, leading to low user adoption and inefficiencies in the sales process. This complexity slowed down the time it took for account executives to close sales opportunities, hampering overall productivity. Additionally, Perkins lacked clear insights into their dealer network’s performance, making it difficult to assess and optimise dealer effectiveness.
▹ Low User Adoption: Complexity in the Salesforce setup led to poor adoption among the sales team, limiting their ability to leverage the platform effectively.
▹ Inefficient Sales Processes: The cumbersome Salesforce configuration resulted in longer sales cycles, slowing down the closing of opportunities.
▹ Limited Dealer Performance Insights: A lack of clear data on dealer performance hindered the ability to make informed, strategic decisions.
▹ Need for a Simplified System: The sales team required a streamlined CRM solution to improve daily operations and better manage dealer relationships.
The Solution
The process began with in-depth consultations with the sales team to identify pain points and determine how Salesforce could better support their needs. Aspire CRM then streamlined the Salesforce setup by eliminating unnecessary fields, optimising page layouts, and introducing automation to speed up closing sales opportunities. A new Salesforce Community portal was also implemented, allowing Perkins dealers to input their sales KPIs directly. This portal was integrated with custom reports and dashboards, giving the sales team real-time insights into dealer performance.
▹ Streamlined Salesforce Configuration: Simplified the platform by removing unnecessary fields, optimizing layouts, and adding automation, making it more user-friendly.
▹ Enhanced Dealer Management: Implemented a Salesforce Community portal for dealers to input KPIs, improving the management of dealer performance.
▹ Custom Reporting and Dashboards: Developed tailored reports and dashboards, offering real-time insights into dealer performance.
▹ Improved System Usability: The enhancements led to a more intuitive platform, boosting user adoption and operational efficiency.
The Results
The collaboration between Perkins Engines and Aspire CRM led to significant improvements in Salesforce usability and overall sales team performance. The streamlined Salesforce configuration and added automation resulted in increased user adoption, allowing the sales team to work more efficiently. This efficiency was reflected in faster sales cycles, as the time to close opportunities was significantly reduced. Additionally, the implementation of the Salesforce Community portal and custom dashboards provided Perkins with greater visibility into dealer performance, enabling more informed decision-making. The reduction in administrative tasks, thanks to automation, also allowed the sales team to focus more on strategic activities, ultimately driving better business outcomes.
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Improvement in Dealer Insights
Reduction in Administrative Time
Increase in Platfrom User Adoption
WHAT our CUSTOMERS ARE SAYING
Customer Testimonials
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“We used Aspire to assist our company with updating and improving our Salesforce CRM and Marketing platforms.
Everyone in the Aspire team was great to work.
The service we got from them was excellent.
They took their time to understand our needs and challenges. Handholding us through every stage helped ensure we were happy with every new feature and update.
Great 5-star service.”
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