The Xerox Story
"Capturing Business Cards in Salesforce"
Xerox has always been driven to help organizations and people find better ways to work. Nationally, Xerox agency sales representatives prospect for new business while managing their customer base. One key-prospecting tool is the collection of business cards. Additionally, leveraging the power of Salesforce so data can be actionable and accounts are manageable is a key factor to growing net new business.
Like most organizations, when sales representatives collect business cards, a majority of business cards end up in desk drawers and shoeboxes. The business cards entered in Salesforce are those that have an immediate opportunity. This traditional sales method is not conducive to effective prospect follow up or opportunity management. Considering only 3% of prospects are in a buying window at any given time, a marketing strategy of touch points is critical to catching prospects in their buying window.
The leading OCR provider reports it takes up to 4 minutes to properly process a business card in a CRM. The math shows why it doesn’t make sense to have all cards entered in a CRM solution. If a sales representative collects 50 cards a week, that’s over 13 hours of data entry every month, non-selling activities.
Stacks of cards we’re taken off sales teams desk, inside desk drawers and out of shoeboxes. Next, we checked to see how many business cards were entered in Salesforce.
The result... 12%, only 12% of the cards lying around on desks and in shoeboxes were in Salesforce.
Scan Business Cards to Salesforce using a mobile device
However a business card solution has to be sales-team friendly. We took a sales centric approach to the design of our scanning solution, designed by sales people for sales people. Some of the major considerations were accuracy and not requiring sales teams to try to process data on the mobile device. The result is the fastest and most accurate scanning solution available for the Salesforce community. At an average of less than 10 seconds to get business cards in Salesforce, 200 cards can be sent to Salesforce in less than an hour. Now marketing can create automated drip-campaigns to 100% of the prospects in a cadence to catch them in a buying window without losing valuable sales time.
First, an unexpected consequence, employees were providing feedback on how much they enjoyed the solution because it improved their quality of life! Unknown to managers and business owners, some employees were spending time after dinner entering business card data. Now they take a photo and one more tap it’s in Salesforce. Secondly, marketing created a drip campaign to prospect to the 88% of the previously mismanaged prospects.
The strategy and cadence produced additional leads month over month, more opportunities to win and net new sales doubled.
"They commissioned a study over 100 Xerox Agencies comprised of over 1,000 Sales Representatives."
Complete Document Solutions
"Delete our Rep's Windshield-Time"
With over half a dozen office locations across the U.S. and hundred of Account Representatives, both inside and outside, Complete Document Solutions (CDS) has established themselves as one of the nation's top tier Xerox Agency; recently being awarded Xerox's Agency of the Year in 2017.
Like most organizations, when sales representatives plan their daily activities, many outside reps were wasting countless minutes, even hours, sitting behind the wheel of their cars versus utilizing that time being face-to-face with potential prospects and clients alike.
This concern could be affiliated with poor territory management when reviewing activity goals for the week or month, but it can also be affiliated with selecting wrong, inefficient travel patterns.
With Salesforce implemented to CDS' workforce in 2012, there was no obvious solution for their users that would assist in both graphically and geographically displaying their data all while providing John Doe and Jane Doe with a clear consensus on effectively reach 20 prospects within a 5 mile radius vs. visiting 5 prospects in a 20 mile radius.
Until Vision-e got word of this shared concern...
Create a Mapping Solution Tool Native to Salesforce
User Experience was a main priority when establishing a new tool for the employees as they were just getting their toes wet with Salesforce. We took a sales centric approach to the design of our mapping solution, designed by sales leadership for sales personnel. Some of the major considerations were affiliated to the application's accuracy and efficiency of envisioning an individual's data on a geo-locating solution.
In a study publicized by Salesforce, visualizing your data proves to have the following Top 5 advantages:
Visualized Data Is Processed Faster
Data Visualization Dashboards Support Visual Learners
Data visualization tools show insights that may be missed in traditional reports.
Data visualization gives actionable items.
Data visualization increases productivity and sales.