Cirrus Insight recently had the opportunity to sit down and speak with the Director of IT, Scott Blahosky with Wenger Corporation about the challenges they face with their service and sales professionals for tracking customer interactions. Let's explore some highlights from that discussion.
But first a little bit about Wenger...
Wenger products can be found just about anywhere music and theatre is practiced and performed. And more recently, in the locker rooms and equipment storage facilities of high school, college and professional sports teams. It’s hard to find a musician, teacher, actor, coach or athlete today – at any level – whose passion to teach and perform hasn’t been touched by a Wenger product.
Wenger’s customer relationships and projects often span years and thus large volumes of email and documents are transmitted, stored and frequently reproduced to the customer. Wenger has a goal to create a 1-click environment where user’s interaction between email, Salesforce, SharePoint and project drawing content are reduced to one simple click to automatically file data. Wenger spends hours a day across the sales organization searching content, “because we currently operate in a multi-layer folder structure searching content is challenging, stated Wenger’s Director of IT, Scott Blahosky.” User interaction with email and related content was causing data inconsistencies, driving Wenger to a solution to automatically file data, therefore eliminating the user intervention in the middle.
This is a common problem for many sales and service professionals.
According to Quote Factory, "64% of field sales people's time is wasted on administrative responsibilities around demand gen."
According to Ringlead, "the average salesperson spends 4 hours per week updating his or her Salesforce CRM."
According to Salesforce, "31% of rep time is spent searching for/creating content."
If you couple these administrative tasks with the challenges that most organizations face with content management, it's safe to say a considerable amount of time is spent by sales and customer facing reps trying to update CRM and locate content.
Wenger Was Able to Solve This Problem..
For Wenger, editing Salesforce records in the Outlook inbox view makes editing and creating records efficient versus the alternative of having users go through the timely steps to edit records inside of Salesforce. This keeps the sales team working within the email application that they are accustomed to working in day in and day out - CRM FROM YOUR INBOX.
Learn More About Wenger Corporation's Story and how you can get CRM FROM YOUR INBOX!