Overhaul Data Management with Sales Cloud
Gabrielli Truck Sales leveraged the Salesforce Platform to create a central repository for customer information, targeting increased responsiveness and productivity of their sales team.
Services Provided
Consulting & Implementation, Salesforce Architecture
The Story
Background:
Gabrielli Truck Sales has dedicated itself to providing the transportation industry with superior service and value since opening in 1976. Gabrielli operates 11 multi-franchised dealerships across CT, NJ, and NY, providing new and used truck sales, truck leasing and rentals, replacement parts, vehicle maintenance, and financial services. The Gabrielli network of dealerships include locations providing factory-authorized new and used sales, parts, service, and warranty of Ford, Isuzu, Hino, Kenworth, Mack, Volvo, and Autocar trucks.
Challenge:
Gabrielli came to Trifecta with no existing systems in use to track customer accounts or contact data. Their lead process was manual; new leads were routed through service staff, who determined the assigned sales representative. In addition to this lengthy process, the remote sales reps did not have access to new leads from the road and would have to call in to be briefed on new opportunities. Due to the lack of internal business systems, there was no company-wide visibility of the status of leads or opportunities, which was leading to a breakdown in communication between departments.
Our Work
Strategy:
Trifecta and Gabrielli worked together to determine that Salesforce Sales Cloud would be the best solution for their business challenges. Trifecta implemented Sales Cloud and imported Gabrielli’s account and contact data.
Sales Cloud
The Trifecta team created custom workflows based on Gabrielli’s preferred processes. For example, we automated the process of creating and assigning opportunities. In addition, Trifecta enabled Salesforce mobile to allow for remote access of systems and data for employees, such as the sales reps, who were often on the road and would benefit from increased visibility of data. Trifecta also worked with individual sales team members to develop and implement custom dashboards.
The Results
Results:
Gabrielli’s Sales Cloud solution is currently in Beta Testing. However, the client is already satisfied with the increased visibility of data as a result of having a central repository for customer information. In this first phase of Salesforce solution implementation, Gabrielli is targeting quicker follow-up times on leads and opportunities due to the automation of previously manual processes, as well as increased productivity of their staff.