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Sarah Warsaw
$1.35m of financial benefits thanks to one integrated Salesforce system
Avery Weigh-Tronix is one of the world’s leading suppliers of weighing solutions. This global team designs and manufactures high-quality industrial products & weighing systems.
Challenge
Over the years, Avery Weigh-Tronix has ended up with many systems (over 60!!) to cater for different challenges. When they came to us at Simpala, their biggest pain point was a complex process for the sales and tech team. It slowed down the quoting process and meant it was very difficult to onboard new team members due to the complicated steps. We knew exactly how to help.
Objectives
Together with UK Business Director Pam Shields, we planned a Salesforce implementation project that would help Avery Weigh-Tronix achieve the following objectives:
- Help the sales team more quickly produce accurate quotes
- Simplify the tech stack – reduce the 67 systems down to something more manageable.
Our solution
The first essential change in this project was to cut the number of systems and processes and replace them with Salesforce Sales Cloud & CPQ. This one solution completely transformed the quoting and fulfilment process, speeding it up and saving the sales team hours.
As part of this sales solution, we revamped the telesales process by writing new inbound and outbound sales scripts, to help the current team get better results and to quickly onboard new team members. We trained the entire sales team on the new processes with best practices and quick start tips to ensure everyone understood how the system works for their benefit.
Results
From what could be seen a simple implementation of Salesforce was a real game-changer for Avery Weigh-Tronix. Each salesperson saves 8 hours per week thanks to a simple, integrated quotation process across all products and services. Not only does this reduce the quoting process down from 7 days to just 1, but there has also been a significant reduction in sales errors.
A complete tech and systems overhaul has removed 23 redundant systems and replaced them with just one integrated solution for sales and customer service. This offers Pam and the rest of the management team complete visibility of inbound and outbound workflows.
With these technical sales and service upgrades in place, Avery Weigh-Tronix saw a $1.35m financial benefit in the first 12 months.