Coacto

Commuting | Coacto Year of Change #11

Commuting. Coacto, Salesforce consultant Gloucestershire

We all know how easy it is to hop in our cars and head off to work. And sometimes it’s necessary! Here at Coacto, we are trying to limit our car usage as much as we can, and are instead cycling, walking or taking the bus or train whenever possible.

But what are the benefits? A study of 18,000 workers, conducted by the University of East Anglia, found that people taking public transport to work were sleeping better and therefore feeling happier. Conversely, car commuters were 13% more likely to feel under constant strain or were unable to concentrate. That’s food for thought!

You may think that public transport would be more stressful than driving, but as the lead researcher, Adam Martin, explained; “as buses and trains also give people time to relax, read, socialise and there is usually an associated walk to the bus stop or railway station, it appears to cheer people up.” Buses and trains run anyway, so using these can have more benefits than making a car journey.

So, avoiding the car could have more than just environmental benefits. It might also help improve your mental health. The constant concentration needed while driving can lead to continued stress throughout the work day, while taking the bus allows you to have time with your thoughts. Finding free time in the day to think can be difficult, so this might be the solution. And if you’re looking for a New Years objective, this could be your answer!

Making changes that also involve changing habits can take some effort to achieve. We worked with a new customer recently that had a 70 user Salesforce.com Sales Cloud implementation, just for sales, account management and opportunity management, that had fallen into disrepair.

There were a number of reasons for this:

broken systems, Coacto, Salesforce consultant Gloucestershire
  • Users had been on boarded with little or no training
  • The sales process was not clear in it’s objectives or outcomes
  • A large number of required fields, workflows, process and validation rules constrained the way in which the system could be used, and it followed a linear sales process. Sales journeys are not always linear!
  • There were many redundant parts of the system that cluttered up the user experience e.g. fields, objects, page layouts
  • Reports were not always providing value
  • Emails were not captured in the system so there was no way to capture a 360 degree view of client comms
  • Users did not find the system helped them do their job
  • The data was not trusted

Together we took the decision to do something new. Like changing your mode of commuting, a fresh start seemed the best way forward. We captured the user stories and then built a new system from scratch. Knocking what they had into shape would have taken more effort than building a new system! Plus we didn’t want any association with a system that had lost credibility within the business.

This opportunity created a more effective sales process with checklists and outcomes so they could understand exactly where they were. It also gave them an account review/planning mechanism to track objectives and measure them. Additionally, it gave a more flexible process that could align to the way the customer buys, and a management/sales visibility to ensure focus on the right deals.

The approach above is very similar to a sales process called the Essential Sales Process. This was not part of this implementation but does contain some similar ideas, check it out here: www.essentialsalesprocess.com/

Do you need any help or input on your Salesforce system?

Find out more about what Coacto could do for your Salesforce system here! If you’re Gloucestershire-based, why not pop along to one of our Cotswolds Salesforce Community Groups? We’d love to meet you in person!

Commuting | Coacto Year of Change #11