"Selltis offers a powerful system to drive our sales initiatives, without the administration and maintenance fees of an in-house system." - Mack Sorrells, President
|
Mack W. Sorrells Company, Inc. (MWS) is a manufacturer�s representative providing cutting tools, tooling, and abrasives to the metalworking and woodworking industries. The company has more than 23 years of experience with customers throughout Texas, Oklahoma, Arkansas, and Louisiana.
|
To support sales activities, MWS uses Selltis, a sales force automation (SFA) and customer relationship management (CRM) solution for the industrial sales market. Previously, MWS� four sales agents used ACT!, but were frustrated by its inability to store more than basic contact details, with no easy way to link people with companies and other information. Each representative also had a separate database, making it difficult for the team to share and exchange information.
MWS upgraded to Maximizer, but met a new set of challenges. In addition to high administration costs, the data synchronization process was slow and cumbersome, particularly for the people working in the field using dial-up connections. Slow technical support caused added delays. Plus, Maximizer still had limited capability to link multiple database variables together.
After evaluating solutions from leading companies such as SalesLogix, Goldmine, and Siebel, MWS deployed Selltis. Selltis offers a complete opportunity and project manager for industrial sales teams to centrally document and manage all information and activities related to a lead as it moves through the sales cycle.
"Selltis enables us to record everything in one place, and easily link a contact to all related information, communications, and follow-up activities," explained Mack Sorrells, President and Owner of MWS. "The software offers tremendous adaptability and versatility to connect customers with sales people, products, manufacturers � and everything in between � with a single entry."
|
|
|
Business Need
Link contact information with all related sales activities in a single, simple database that can be centrally accessed by the entire sales team.
|
Solution
Selltis, industrial sales automation software
|
Key Features for MWS
- Centralized access to all data
- Ability to connect contacts with any detail and activity
- Fast database synchronization
- Offline hosting infrastructure
- Custom searches and reports
|
Benefits
- Reduced administration and maintenance costs
- Streamlined management and workflow
- Improved communication and support for sales team
- Enhanced customer interactions
- Strengthened relationships with principals
|
|
With Selltis, the MWS sales team can track, manage, and report on all sales activities. The company can bring any detail into focus at any given time,
improving internal communications and reporting as well as interactions with customers and manufacturers.
Selltis also provides MWS with
fast, easy data synchronization. Initially, MWS loaded Selltis onto its own server with representatives dialing in to synchronize data via FTP. When the software became available on a hosted basis, MWS immediately moved its server to the Selltis offices � and effectively eliminated the costs associated with maintaining a system in-house.
All administration and updates are handled directly by Selltis, saving valuable time and money for MWS.
In addition, Selltis offers a
unique offline hosting infrastructure, so the sales team can access the database�s full functionality from any location without an Internet connection. This is especially helpful for MWS as its team is frequently in the field. To update and exchange data, sales representatives simply connect to the Web when convenient, and synchronize data through a secure, firewall-protected link.
"It takes less than 20 minutes to input a day�s worth of work into Selltis, and no more than three minutes to synchronize the database," said Sorrells. "As a result, the latest information is always available to the sales team, whether they are in the office or on the road."
Overall, Selltis offers a powerful system to drive MWS� sales initiatives. Everything in the database is connected and synchronized with the sales agents� personal calendars, so they can quickly set up appointments, create to-do lists, and more from directly within Selltis. MWS created a number of custom templates and forms in Selltis to easily integrate new product lines and accounts, and populate the database with the right information.
Key Benefits
With Selltis, MWS has a better record of all its sales activities. The sales team can
easily find the latest information, and cross-reference it with all related activities � focusing sales efforts, expanding business opportunities, and improving customer relationships.
Selltis also makes it easy for MWS to manage its remote sales force, offering a centralized way for Sorrells to review activity logs, post important information to sales representatives, and offer targeted guidance and support. Anyone in the company can search the system using any criteria and develop a range of custom reports, a function that had been more limited in MWS� previous solutions. Activity reports help MWS monitor and improve internal workflow, and enhance its relationships with its principals, the manufacturers it represents.
More
case studies.