Sales Partnerships Inc. Streamlines Field Sales Operations with Flowfinity

Region: Americas
Sales Partnerships LogoCompany Size: SMB
Sector: Sales Outsourcing
Function: Sales Force Automation, CRM

Challenge

Sales Partnerships Inc. provides external sales force services to mid and large-sized companies who need reliable people to market their products. These branded sales people sell various customers' products in key markets and territories. They were deploying a large field sales team for door to door selling and needed to coordinate these sales reps while eliminating problems with deploying, managing, and securing information on paper.

Sales Partnerships needed a mobile solution that would give them the ability to easily share important customer information with sales reps and track their progress in the field.

Solution

Sales Partnerships automated their paper-based sales force management system with a mobile system using Flowfinity software. The sales force automation system allowed the company to mobilize their CRM flexibly and economically. The new mobile system gives sales reps mobile access to actionable data that enables them to target prospects more effectively and track sales activities in an environment of accountability.

Sales reps now receive targets and assignments on their smartphones, all managed from a central database. As they complete their calls during the day, the reps update the results of each call immediately in the Flowfinity application on their smartphones.

The system meets Sales Partnerships' specific needs regarding managing territories, accessing large amounts of data offline, directing sales reps toward highest value prospects and leading them through the selling process. Real-time access to the results of sales calls as soon as they are complete keeps management and clients up-to-date in real-time.

testimonial - Sales Partnerships Inc

"Flowfinity gives us the ability to work a large data set in offline mode with a feature-rich tool, and I think that's what sets this apart from the other tools that are out there."

Reduced administration costs

Replacing paper processes with a system on smartphones for reporting, accessing and updating sales data has allowed Sales Partnerships to save hundreds of hours of administrative time each year. Sales reps are saving up to 3 hours every week by not having to complete paper reports and attend meetings to receive paperwork.

"Flowfinity allows us to be more efficient. We used to hold a lot more meetings to bring reps in, hand out their paper lists, and hand out new information," says Orion Wiseman, IT Director, Sales Partnerships. "Now we've definitely achieved better visibility into the process with less effort. In the past it would have taken a lot more administrative time to track the same data that we get from Flowfinity with almost no effort," he says.

More effective sales processes

Sales reps are more effective now with Flowfinity. The ability to access customer information and progress from their mobile devices allows them to better approach each sale. "We're not just trying to get raw activity counts from our reps, we are trying to get the system to the next level so that we can get actionable data from the field that we can use to improve our process," says Wiseman.

Flowfinity allows Sales Partnerships to provide sales force automation tools to a geographically dispersed sales team.

"Sales Partnerships strives to be data driven, and it's important to us to be information analysts since our workforce is very dispersed. We use this data to direct reps toward highest value prospects, and help them through the selling process," says Wiseman.

Detailed reporting for management

Reports are automatically generated on a daily, weekly and monthly basis. This data is key for sales managers and directors who monitor the activity and performance of their sales teams. Automated reporting allows management to identify trends, ensure that sales reps are achieving their goals, and provide transparent reports to customers.

"Now we can report on whether our sales reps are achieving key milestones, which we can use for either coaching or measuring them against their peers," says Wiseman.

An edge over other mobile CRM systems

While Sales Partnerships regularly evaluates other CRM systems, the flexibility and customizability of the Flowfinity solution continues to meet the company's needs. Extensive offline features are a key requirement.

"Flowfinity gives us the ability to work a large data set in offline mode with a feature-rich tool, and I think that's what sets this apart from the other tools that are out there," says Wiseman. "The robust search functionality allows our sales reps to search hundreds of thousands of records offline so that they can quickly find the next prospect or review customer records."

Better customer service and competitive advantage

Overall, Flowfinity has enabled Sales Partnerships to deliver better, more transparent customer service. "Flowfinity definitely gives us a competitive advantage, because of the control we have over the product we put in the field, and the ability to customize it for the needs of our particular sales channels," says Wiseman.

Direct brand representatives each have access to a tailored system for that client, enabling more effective management of each client relationship. "A sales rep will only sell for one client. Because we maintain a one-to-one relationship with our clients we have to maintain a separate CRM system that is customized for each one of them," says Wiseman.

testimonial - Sales Partnerships Inc

"We have a lot of sales reps that have sold a lot of product using the tool. We've been very successful with it."

"We need a system that is very flexible, and the flexibility of Flowfinity certainly gives us an advantage."

Results

Using Flowfinity software, Sales Partnerships has implemented a data-driven sales force automation system tailored to the company's specific needs and fundamental to its daily operations and success. With Flowfinity, the company has achieved:

  • More effective sales representatives
  • Better management of field sales teams
  • Scalable support for company growth
  • Less paper and reduced administration
  • Competitive advantage
  • Better customer service

"We have a lot of sales reps that have sold a lot of product using the tool. We've been very successful with it. We've certainly partnered with some large organizations, and the reason we've been so successful is because we have an effective mobile system in the field using Flowfinity," says Orion.

 

We have a lot of sales reps that have sold a lot of product using the tool. We've been very successful with it. We've certainly partnered with some large organizations, and the reason we've been so successful is because we have an effective mobile system in the field using Flowfinity.

Orion Wiseman

IT Director

Sales Partnerships Inc.

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