Improving Sales Teams’ Performance by Automating the Data Import Process in Salesforce - InterWorks

Improving Sales Teams’ Performance by Automating the Data Import Process in Salesforce

Overview & Challenge

The client is a US independent supplier of medical products and services, existing on the market for 20 years. Besides providing medical supplies, they focus on answering questions about products and insurance. Their focus is on providing their patients and customers with the best products and services.

Since the client is in the medical supplies industry, the sales team works actively on making sure that the customers are served properly. By expanding into other markets, and increasing their services, the number of customers increases on a daily level. However, the process of importing data into Salesforce was done manually. The sales team of the client entered data of the potential clients into an Excel spreadsheet, and afterward manually imported the related data in Salesforce. The data included information about territories and zip codes. The manual data import meant a lot of duplicate territories and zip codes as the team had no visibility into the Excel files, and low productivity due to the manual import of data.

Solution

The automation of the manual import of data is done by using the Salesforce Data Loader application which allows bulk data import and export.

Business Outcomes

By automating the process of data import into Salesforce, the client succeeded in improving the sales teams’ performance and efficiency. Additionally, the solution completely eliminated the chances for duplicate leads and mistakes. Key results included:

  • Reduced time needed to insert leads by 80%;
  • A completely automated process of importing data (territories and zip codes) in Salesforce;
  • Transparency among the sales team members;
  • Support for large files with up to 5 million records;
  • Increased productivity by 40%.

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Industry

Healthcare