A multinational medical accessories sales office is struggling on the revenue improvement according to the regional sales director. The team is busy with the sales administration processes including
Inputting sample request over excel
Checking the free of charge contract terms & conditions documents
Approving the requests
Interacting with the supply chain team to align on the deliveries
Summarizing & analyzing all the communication and the request transactions for customer engagement strategy
,the sales director said.
They aim to free up at least 50% of the time for new customer engagement and marketing activities. Currently 2.5 man hours were spent for each transaction and there are totally 6k transactions (18k items) yearly. A luxurious 8 full time equivalent on low value sales admin processes create a big headache to the sales organization.
The sales office is partnering with KY & Company to streamline and digitize the processes with intelligence. We take 2.5 months to rollout the first minimal viable workflow solution capable to
Reduce user from 15 to 5 touchpoints
Convert customer requests instantly to the workflow system
Auto and manual approve the request based on rule engine
Digitize the contract documents for terms & conditions archiving and checking
Integrate with ERP system for direct sales orders and delivery order creation
Approved transaction was projected to the sales dashboard to define upcoming monthly sales strategy
Data becomes the company asset for workflow efficiency and customer segmentation strategy. By leveraging the past 2 years transaction data:
The document checking accuracy was improved from 78% to 92%
Auto learning is adopted to spot request abnormality as well
The overall process lead time was shortened from 5 days to less than 1 day
Approval accountability was clearly defined
Sales lead prediction
The workflow design factors operation transparency, automation and the sales intelligence into the overall design. KY & Company continues to scale the solution across the office regionally as the intelligent solution shows synergy when more workflow transactions and document data feed in.