From Manual to Digital: How PreludeSys Empowered Sales Efficiency for an Energy Management Company

About the client
Our client started their journey two decades ago as a local metering service provider. Today, they’ve transformed into a North American powerhouse, delivering intelligent energy tech solutions that empower businesses of all sizes — from power producers to industrial giants.

Managing such diverse clients and a complex energy landscape presented its challenges. How did our client manage, forecast, and serve their ever-growing clientele?

Through innovation and optimization of their business processes.

Client challenges
As their footprint expanded across North America, managing sales teams in the US and Canada became increasingly complex. Their entire sales operations were manual.

Before engaging PreludeSys, they relied heavily on manual processes for setting sales targets and forecasting, which caused a variety of challenges. The top-level management in our client’s organization lacked real-time insights into the sales team’s progress, hindering their ability to monitor performance and identify trends effectively.

Generating reports and forecasts manually caused errors. This delayed their critical decisions, leading to missed opportunities. Without a centralized system, different sales teams in different regions used varying methods, causing inconsistencies, and making it difficult to compare performance across regions.

Our client turned to PreludeSys because they wanted to digitally manage their sales forecasts, improve sales performance, enhance visibility to the top management, and increase their revenue.

 
Solution
PreludeSys’ team of Salesforce experts helped our client rethink their approach to sales management. We analyzed the management team’s requirements and understood how the need can be visualized using dashboards.

Our team of experts initiated a four-step approach.

  1. Implemented Salesforce Multicurrency feature
  2. Enabled collaborative forecasting
  3. Created customized reports and dashboards
  4. Established Access Control protocols

 

  1. Sales across regions and in various currencies made revenue tracking and forecasting complex. In response, our team implemented the Salesforce Multicurrency feature. This helped the client easily manage their sales revenue across regions, generate accurate reports, and make sales forecasts.
    • The top management expedited their decision-making process with reports and dashboards displaying the currency accurately.
    • Additionally, visualizing performance across regions and analyzing trends in local currencies was much easier.
  2. Our client also needed help with sales forecasts, which we solved using collaborative forecasting. The sales teams could collaborate and receive a real-time view of their forecasts. We helped them project and plan their sales cycles and forecast their pipeline, cases, and closed deals. This gave the top management a holistic view of the sales team’s plans and performances. Our client specifically tracked:
    • Annual Sales Targets
    • Opportunity to Sale Ratio
    • Average Order Value
  3. We created customized reports and dashboards specific to the Salesperson and the Executive Staff to display opportunities based on their locations.
  4. We also established Access Control protocols for the reports based on hierarchy and geography. This helped them ensure they exercised control over sensitive sales data to authorized team members. They were also able to create custom views and prevent data manipulation.
Results at a glance
Reduced duration of the sales cycle by 25% Enhanced the accuracy of revenue forecasts Empowered decision-making through data-driven insights
Benefits
  • Improved visibility to the management team, and by optimizing the processes, the team reduced the sales cycle by 25%.
  • It has reduced the time spent creating reports and dashboards from hours to minutes.
  • Eliminated the ambiguities and provided sales metrics/KPIs with extensive dashboards and reports.
Technology

Sales Cloud, Salesforce Platform