Perkins 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, United Kingdom and the United States.
With Perkins being a large organisation there were a number of challenges within the sales team who were already utilising Salesforce.
Some of these included poor user adoption due to complexities and inefficiencies within the Salesforce configuration and a lack of insights into dealer performance.
We started by sitting down with key members of the sales team to identify the current sales process and to discover where Salesforce was causing them challenges. We began to remove unnecessary fields, tidied up page layouts and added several pieces of automation to reduce the time taken for account executives to close down an opportunity.
Furthermore, we configured a new Salesforce Community portal to allow Perkins dealers to input sales KPI. We combined this with custom reports and dashboards which gave Perkins an increased insight into their dealer’s network performance, allowing them to make informed decisions.
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