Global Agency Aims for Greater Rigor for Sales Leveraging Salesforce
- Management Consulting
- Employee Engagement
- Data & Analytics
Salesforce to Manage Brand and Agency Relationships and Activities to Reduce Institutional Knowledge Flight
After years of successful but less organized business development activities, a well-known agency holding company, made a decision to introduce more rigor and transparency around its critical sales processes. Spreadsheets were voluminous and sharing of data across offices was limited. Key data from meetings both with prospects and existing clients was not being captured in a centralized system and remained in notebooks and scattered documents.
V2 agreed to leverage a rapid-prototyping methodology to build and launch an agency-specific design, supporting the unique needs of the client. While standard Salesforce objects like Accounts, Contacts, and Opportunities were heavily leveraged, V2’s design incorporated many details around picklist values, Brand and Agency relationships, classifications around meeting purposes, and other agency-nuanced design elements. V2 designed a relationship model aimed to reduce knowledge flight and surface past and present Brand and Agency relationships which could be leveraged for business development activities. In addition, V2 designed a unique custom solution which tracked Agency Offices and Office Participation data for Opportunities.to enable the agency to break down silos between offices.
From a data and reporting perspective, V2 analyzed, cleaned, and merged existing data including Brand and Agency information as well as historical Opportunity data. Reports and Dashboards were built to provide graphical representation of data which had previously been locked up in various spreadsheets.
As agreed upon with the client, V2 created a custom Train-the-Trainer program to enable the client Program Lead to train end users. V2 provided training documentation outlining key flows and screens to support the training and go-live process.