How Vectr transformed Spartronics’ sales process through implementation of Salesforce and sales enablement.
Problem
Spartronics provides electronic contract manufacturing services and assembly across vertical markets, including commercial aerospace, defense, medical devices, life sciences, instrumentation and control and space. Trusted by their customers world-wide, Spartronics manages production of highly-regulated complex products and systems.
After multiple acquisitions, Spartronics had a fragmented sales process cobbled together through spreadsheets. Forecasting and sales reporting was time consuming, inconsistent and inaccurate. Spartronics also had to comply with ITAR regulations to ensure data was segregated and protected for compliance.
What We Did
Vectr Solutions collaborated with Spartronics for the Salesforce implementation and to provide sales enablement for adoption on the Salesforce platform.
- Re-engineered the Spartronics sales process to ensure consistent stages and gates
- Consolidated account and contact information to drive strategic account planning
- Automated reporting and forecasting tools within Salesforce
- Enabled the Spartronics sales team to adopt Salesforce and new process, focusing on business rules and collaboration
- Secured data in compliance with ITAR regulations
Outcome
Salesforce CRM enablement revolutionized the sales process and dramatically expanded Spartronics sales capabilities, including:
- Increased sales pipeline by twofold
- Grew lead conversion by 100%
- Saved days in forecast and leadership report preparation
- Improved overall accuracy of sales forecasting