- Industry
- Commercial Excellence
- Business Case
Implement high-performance management using CRM
+150 M€ in 12 months by identifying sources of growth
The Customer
Leader in the manufacturing industry
Background and objectives
- Leading manufacturing company committed to presenting growth plan to shareholders
- Sales teams focus solely on existing customers
- Insufficient market knowledge in growth areas (geographically or by market segment)
- No organic growth
- Sales meetings focus on past results, not on actions to achieve objectives
- Lack of centralized sales tools, combined with low CRM usage rates
Results
- Potential revenue of €400 M uncovered through value pool analyses, leading to a success rate of 30 % and sales of €150 M
- 10 sales managers coached over 3 huddles on their leadership skills and how to make informed decisions using data.
- Salesforce CRM enhancement with 10 EPICS designed and developed in 3 months in agile mode using the MVP methodology
- Increased user adoption (ICAP +10 %) thanks to an appropriate communication plan, CRM community management and training courses
Approach / System
- Provide pocket value analyses to capture growth (e.g. win back, cross-sell, upsell, share of wallet, price optimization)
- Implement high-performance management at sales manager and team level using win rooms / huddles and CRM
- Enhance the current Salesforce CRM platform
Added value Silamir Group
- A unique blend of skills, from commercial excellence to data cleansing, structure, analysis and visualization, to Salesforce implementation (design, development, architecture), through to change management and PMO
- A proven methodology based on data analysis to identify sources of growth and revenue potential
- A dedicated CRM activation program to ensure correct and efficient monitoring of these sources of growth
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