Re-Targeting a bank’s approach to sales through process analysis and cloud technology
A banking client had aspirations to streamline their sales for the loan acquisitions division within the bank. Yet the challenge for successful sales was hindered with their current lack of processes and cohesive communication, along with disparate systems. The client appointed Vantage Point to help them with the initial proof of concept and pilot the way that Salesforce™ could restructure their organization.
Client
Financial Services
Banking
Michigan
Solution
Business Process Review
Tailored Implementation
Integration
Salesforce™ Products
Sales Cloud
High Velocity Sales
Integrations
Internal Home-Grown Pricing Tool Web Services Integration
Our Approach
Vantage Point commenced this banking client engagement first with a hyperfocus on understanding the client’s business, including their business processes before making any technology-specific recommendations. Vantage Point Consulting Team spent time face-to-face at the client’s place of business for an all-day review. The Business Process Review (BPR) was at the heart of our process-first approach, and ultimately the key to ensuring a successful engagement. After the business process review, Vantage Point proposed and implemented Sales Cloud to provide a clearly defined sales process inclusive of lead and opportunity management as well as sales management transparency into the sales pipeline with reports and dashboards. As a by-product of this, the client was also able to have a better means for their sales team to improve client relationships through a cohesive view of their customers. Also, we worked with the customer to integrate with their home-grown pricing tool to provide their sales team an end-to-end sales solution all in one system.
Actions & Impact
Engaged with the client to fully understand their mission and aligned them with their business processes
Implemented Sales Cloud to provide an end-to-end sales solution from prospects to clients
Integrated a core system, their pricing tool, to provide a full view of their sales lifecycle
Implemented workflow and automation to streamline the sales processes
Challenges
No single source of truth when it came to sale activities
Lacked a full understanding of their clients and their engagements with them from both the sales team and management perspective
Unable to have complete insight into their sales funnel including no sales forecast
Limited to no business process and workflow automation
No mobile CRM experience leveraging current technology
By creating an iterative approach to this project, Vantage Point was able to capture the company’s mission and business objectives and then align them with the right technology for a successful solution. Following a successful implementation of Sales Cloud, the client is now is planning to expand to other divisions and ultimately expand the Salesforce™ footprint though out the bank.
