Improving the Speed and Accuracy of Fleet Sales through Digitization

Opportunity

A large European digitally-led automotive brand wanted to increase their volume of fleet sales by improving their existing Salesforce CRM platform.

Previously, the client’s fleet sales process was manual, fragmented between teams and involved multiple systems.

The standard Salesforce functionality for this purpose was originally designed around retail sales, hampering our client’s efforts.

GlobalLogic implemented additional features to the Salesforce CRM system, including the capability to quote, approve orders, and automatically process fleet orders.

Value created

• GlobalLogic created an end-to-end digital sales process on Salesforce, allowing agents to quote and place fleet orders directly from one system; removing numerous manual process steps.
• Our team developed a detailed project roadmap and followed an agile development process with regular standups and releases via robust CI/CD.
• We delivered detailed design documents, test execution results and user guides for training and regular operation.

Impact

• The solution provided the ability to record, categorise and track leads, enabled accurate performance, and reduced lead leakage during the process of creating automated bulk fleet orders against a single quote.
• We improved fleet quoting turnaround times to meet quoting deadlines (less than 4 hours) from prospective customers reaching a reduction of approx 95% (<15mins). Quote accuracy improved due to preconfigured discount and pricing logic. 
• From an inconsistent fleet sales process across multiple tools, excel sheets, and platforms, we switched our client to a partially automated, standard single platform, compliant with their business processes.