- Industry
- Process Intelligence
- Business Case
Improving sales excellence with Process Mining
Capitalizing on the combination of Celonis and Salesforce
The Customer
A global industrial player
Background and objectives
- Limited visibility into the opportunity lifecycle, with less than 5% of cases following the standard process
- Under-utilization of Salesforce features affecting forecast accuracy and sales performance
- A high rate of deviations in the sales process, leading to inefficiencies and a lack of standardization detrimental to sales activity.
Results
- Improved process compliance (from 50%)
- Enhanced reliability of sales forecasts (>90% of updated opportunities)
- Optimized sales pipeline with reduced inefficiencies
- Adoption of innovative digital tools to support sales excellence
Approach / System
- Use process mining to analyze the actual management of sales opportunities / leads
- Identification of main deviations and inefficiencies, as well as root causes
- Redesign of the sales process based on the model defined by the teams and the ideal process identified in Celonis.
- Set up dashboards for improved decision-making.
Added value Silamir Group
- The hybridization of Process mining and Transformation expertise based on data exploitation
- Identifying an optimal opportunity management process
- Implementing the ideal process's enhanced adoption logic
- Communication, training & implementation of a continuous improvement process for sales teams
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