Salesforce Development For A Logistics Company to Create a Sales Funnel For Effective Lead Management
About the Client
A leading provider of logistics services in the US, PLS Logistics Services was founded in 1991.
Headquartered in Cranberry Township, PA, a suburb of Pittsburgh, PLS provides dependable outsourced logistics solutions as well as freight brokerage services.
The company manages more than a million loads annually across all major freight modes: truckload, LTL, rail & barge, air & ocean, and intermodal. Our client, PLS AB is committed to efficiency and transparency through its innovative TMSs and carrier networks.
Many industry-leading publications like Inbound Logistics, Transport Topics, and others consistently recognize PLS as a top logistics provider among small businesses and Fortune 500 companies.
Challenges faced
- The inefficient lead management process
Our client was facing issues in identifying leads that were not yet ready to buy and were having trouble tracking the progression of leads through their sales process.
- Lack of customization options
They were getting a lot of errors while updating leads with no proper profile and option in buckets. They needed us to customize their org to add some relevant buckets and dropdown.
- Inability to report on important data
They needed a way to track and report on data such as why leads were not ready to buy and the status of calls made to leads.
- Need for improved visibility:
They were facing issues a getting a comprehensive view of their total leads
Key Improvement for Client
Solutions Offered
After analyzing the challenges faced by our client, the development team at HIC Global Solutions sat down for a brainstorming session and came up with the following solutions for the client-
We built an Aura Component to create a complete dashboard that would have multiple components related to their sales process.
- First, We created a funnel from the total leads that show up on each of the homepages such as New leads, working leads, DMR, hot leads, and pending credit app.
- With the aura component, we created a code that would display the call status by clicking on the color building blocks on the Stacked column and provide a filtered view of that particular call.
- We created a checkbox-type field to convert any lead to Quoting leads.
- We also created a drop-down list to change Currently Not Interested into Not Ready to Buy’ and then removed the option Currently not interested from the dropdown.
- Likewise, we created another dropdown list for “Not Ready to Buy with choices such as Seasonal freight, Not taking on brokers, Not RFP season, Under the contract, and In house trucks using custom aura component.
The technology used: Process Builder, Trigger, Aura Component, and changes in profile.
Result:
- Easily accessible and manageable leads.
- Improved lead tracking to identify leads more quickly
- Instant display of call status on each lead
- A comprehensive view of total leads on the homepage
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