Optimizing Sales Processes and Revenue Generation through Bespoke Account Management and Automation
"Implementing our CRM transformed the way we connect with our customers. We're now able to personalize interactions, streamline our sales process, and respond faster to inquiries. It's been a game-changer and has boosted our revenue beyond expectations.“
- 01 APPROACH
- 02 MAKING MOVES
- 03 DELIVERING VALUE
MODIV found that the Client's sellers used multiple systems, requiring manual report manipulation and draining sales resources. They had limited customer insight which led to missed opportunities and inconsistent account management. MODIV endorsed the Client’s decision to implement Salesforce, which would provide them with a unified view of customers with a focus on sales activities and relationships, global account planning, centralized opportunity management, goal setting and increase opportunities while providing insights for identifying new opportunities.
Using the 4Ds methodology (Discover, Design, Develop, Deliver), MODIV created a 16-week project plan to implement Salesforce. We partnered with Sales and Digital Stakeholders to gather business requirements, created user stories, and held a 3-day workshop to validate requirements that kicked-off our Development phase. We held regular bi-monthly updates for the Steering Committee and weekly Working Team stand-ups throughout the project. After finishing the features, we conducted one-on-one User Acceptance Testing in a sandbox environment to confirm all functionality.
At the end of the project, our team delivered a customized SFA tool, which was celebrated by our Client as their first on-time project delivery. Their instance of Salesforce was tailored to their business needs and our client was able to start utilizing the tool the same day it was delivered. They began training sellers the day after and it was quickly embraced. We were able to convert a disjointed and manual process into a succinct pipeline for servicing their clients.
In the 5 weeks post-launch, we delivered two additional features that supported the growth of both their business architecture and success of the platform. The first being a set of custom objects which we created to track their clients Top Destinations, Account Strategies, RFPs, and Third Party Partnerships. The second feature was a Communities site that allowed sellers and hotels to easily manage their GM&E opportunities, upload/share documents, and complete key activities.