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Schoeller Allibert Streamlines Sales Processes

The result of our implementation

Service:

Improved lead conversion and allocation through a centralized lead management solution
Faster and more accurate pricing thanks to ERP integration

Insight:

360-degree customer view and enhanced collaboration within account teams

Real-time insight into the sales pipeline and customer interactions

Optimalisation:

Efficient order processing through ERP integration and streamlined approval processes
Increased accuracy and speed in quote and margin management

Challenges in the Transformation to a Sector-Driven Model

Schoeller Allibert, a market leader in reusable plastic packaging, faced challenges in transitioning to a sector-driven model. There was a lack of visibility into the sales pipeline and customer interactions, which complicated planning and follow-up. Additionally, complex product pricing and the absence of streamlined approval processes caused delays. Lead management was spread across multiple systems without integration with website inquiries, leading to inefficient lead processing.

Centralized Digitization of Sales

The implementation of Salesforce Sales Cloud provided a range of solutions to address these challenges. With the introduction of a centralized lead management system, Web-to-Lead was implemented, spam was effectively managed, and account managers gained a central platform for lead conversion, allocation, and tracking. This enabled precise lead management and improved responsiveness.

Improved Account Management through 360-Degree Customer View

In account management, Salesforce provided a 360-degree customer view, enabling account teams to collaborate more effectively. Account hierarchies were clearly mapped, and with Einstein Activity Capture, it became easier to automatically track customer interactions. This provided the sales team with valuable insights and enhanced collaboration.

Successful Sales Management with Real-Time Insights and Efficient Workflows

Thanks to the implementation of Sales Cloud, account managers and Sales Directors now have direct access to both the entire sales business and specific customer details. The centralized solution provides insights into ongoing matters and ensures effective follow-up of opportunities and customer interactions. The ERP integration automates product cost updates and product creation in Salesforce, enabling the sales team to always work with the correct margins and price more quickly through the approval process. This results in more efficient sales cycles and improved pricing accuracy.

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