Customer Success Story: BC Technical


By Canpango

Utilizing Salesforce for Sales Team Success

BC Technical is the largest non-OEM provider of medical imaging service systems and parts for hospitals and imaging centers nationwide.

 

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THE CHALLENGE: IMPLEMENTING SALESFORCE TO MATCH SALES GOALS

After previously implementing Salesforce, BC Technical learned that their sales team was not getting what they wanted out of their CRM solution. Through closer examination, BC Technical realized they had not originally implemented Salesforce to align with their sales goals and processes. They began re-examining their Salesforce permissions and quickly discovered that their rules and role hierarchies were not set up to allow for effective sales management and proper visibility into their growing sales pipeline. BC Technical enlisted Canpango to dive into their sales processes and help establish corresponding Salesforce processes that would solve their current challenges and lead to increased sales opportunities.

THE PROCESS: SETTING UP THE SALES TEAM FOR SUCCESS

BC Technical’s most pressing goal was to be able to improve how they tracked sales activity. To do that, Canpango began by adjusting and enhancing BC Technical’s Salesforce user permissions, which would allow BC Technical to set up user roles and profiles more efficiently and give managers and team members better insight into their sales pipelines. Canpango then provided training to ensure that the BC Technical team learned how to manage the new settings so that managers could establish the correct permission roles for all sales team members.

Additionally, Canpango simplified and improved page layouts across all Salesforce objects so that the sales team could easily and consistently view notes and attachments for their current and potential customers. During that process, Canpango also created a workflow that requires sales staff to log status data for each Opportunity, giving managers better insight into sales metrics and how often opportunities are won or lost and why.

THE VALUE: EXAMINING SALES DATA

> Improved user roles allow for better visibility into performance data, allowing leaders to better manage sales workflow.
> Workflows for logging opportunities give key leadership better insight into why opportunities are won and lost.
> Accurately defining sales process goals within Salesforce gives BC Technical a more holistic view of their sales cycle and data from start to finish.

THE RESULT: MORE INSIGHT INTO AN IDEAL SALES PROCESS

Canpango configured BC Techical’s Salesforce environment to better reflect their sales processes and goals, which included streamlining processes around sales probability stages, lead qualification, opportunity and needs assessment, solution proposals, negotiations and closing workflows. Additionally, sales leadership is now able to clearly view all sales opportunities across a growing pipeline. As BC Technical continues to grow their sales pipeline, they are also working with Canpango to further analyze their sales data.

 

“Our leadership team is able to monitor progress with potential customers throughout the sales cycle and make more strategic decisions thanks to a significant improvement in what sales data we can see. We also now have greater insight into how we nurture sales opportunities, when we’re gaining customers and how we can enrich that customer experience.”
Ken Smith | EVP, Sales & Service | BC Technical

 

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