Situation

A large and influential multi-branch industrial fence company had no visibility of company-wide sales or opportunities. Territories overlapped which meant that branches could inadvertently bid against each other on the same job.

Complication

The sales team monitored and managed projects from inception through delivery but left opportunities on the table by failing to follow up one year later and offer extended warranties. Additionally, in normal day-to-day operations, no one knew who was bidding on which new project, reporting was clumsy and time-consuming, and the branches only revealed their exact sales and project updates in their annual meetings which were always preceded by a scurry for information.

Solution

First, The Fury Group helped the company define their overall sales process from bid to close by branch; we then explored how each branch worked differently and customized Salesforce.com to suit both their individual and combined needs. Finally, we designed and implemented views, reports, and dashboards for instant access (in multiple formats) to sales opportunities across all branches. Sales people began working together across branches, sharing best practices, and providing mentoring to newer team members.

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