Solution

M-Compass

Success Stories + VOC


 
Ad Agency (2019)
■Client Story
・Scope: Select sales teams (60 accounts) + back office
・Program: Sales Cloud®
・Objective: Establish Salesforce® Solutions as the foundational bedrock of their sales force in order to improve operational efficiency, achieve standardization, and visualize performance to speed-up the decision-making process.    

■Sales Management Issues to Solve with Salesforce®
・As the bulk of the company’s internal reports were being filed in Excel, there were significant time-lags in their reporting process. Management was unable to ascertain project status and provide appropriate direction in real-time.
・An increase in administrative tasks (sales reports and sales quote processing) had left the team unable to focus on their actual sales prerogative.
・Employees had become individual rather than team players. Employees had ceased to share know-how with each other, precluding the synergistic accumulation of institutional, collective knowledge.
ご相談時の状況は、週次会議のメイン管理ツールがエクセルから変更出来ておらず導入時の「現状把握の目的」が達成されていませんでした。(Salesforce®ソリューション特性がほぼ活きていない…)充分な検討・チーム間の合意なくカスタマイズが先行した結果業務上の共通性に欠けたものとなりました。(ベストプラクティス共有のツールにならない)既存のエクセル管理・日報を残しているため、一部の営業担当を除き入力率が低い・更新が遅い(かえって事務処理の負荷が増大している)
QuickCompass実施後(2.5カ月後)は、週次会議ツールをSalesforce®ソリューションダッシュボード・レポートベースに切り替えて、重要事項連絡はChatterに統一しました。一旦業務をパッケージ側に合わせることで全員利用の土台とし早期に効果を体感できる環境に変更しました。さらに担当者メリットも検討し、管理一元化をすすめつつ、入力をルール通り行っていれば、エクセルベースでの日報提出を不要とするなどの措置をとりました。

■Current Status
・Administrative Methods: The agency has successfully migrated all of their administrative tasks from cumbersome Excel to streamlined Salesforce® Solutions. They are currently in the process of following up operationally, and reevaluating their KPIs.
・Scope (Before): Select sales teams (60 accounts) + back office → Scope (After): Currently expanding across their entire sales team