Perkins Engines

Industry 

Manufacturing

Challenge

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 lack of insights of dealer performance.

Solution

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.