The Client

Trolex having presence in over 12 countries, are recognised as world leaders in the design and manufacture of sensors and systems for tunneling, mining and hazardous industry. Trolex has been at the forefront of safety monitoring and machine condition monitoring for than 50 years, including

Ventilation flow Gas detection Bearing monitoring Temperature sensors Monitoring and control

Business Challenge

Being a high-tech and Electronics manufacturer Trolex required a Sales Force Automation tool for capturing of opportunities and managing the sales and marketing requirement. Trolex explored many off the shelf solution available in the industry; however none of them was matching their exact requirement and hence decided to develop a customised web solution for Sales Force Automation. The main objective was to streamline their sales force team and provide a better management and quick response to their client. COMM-IT India PVT LTD was given the order of developing a customized Sales Force Automation (SFA) tool to meet their complex requirement of sales cycle.

The Solution

COMM-IT developed a complete Sales Force Automation tool for Trolex and customised it to meet their requirement. The solution developed comprised of the following modules

Contact management: this module provided an interface to the user to manage all information associated with Accounts, including contacts, notes, and activities, is available in one place. Access to real-time data promotes effective, consistent communication within the organization and ultimately with customers. Lead management: all the sales leads are captured and kept in a separate table from customers until sold and can be imported from a file or manually entered. In future provision can be made to automatically submitted leads via a web form. Leads can be automatically forwarded to sales representative based on territory rule. Opportunity management and forecasting: This module manages and tracks all opportunities and related activities on one screen for easy access. Comprehensive reports and queries allow management and representatives to know where leads are in the sales funnel at all times. The user can easily and quickly create forecasts to ensure opportunities are in line with sales objectives and to identify future opportunities. Territory management: This module allows the user to easily create, administer and analyze territories. The user can assign territories based on specified data such as product, city, state, or zip code. Leads can be automatically forwarded to representatives based on this criterion. Defined workflow and business rules: this module provides the flexibility to define your workflow for a smooth, consistent sales process that helps representatives to move leads from one phase of the sales cycle to another. Specific business rules can be set up to automatically notify reps or managers of missed activities or important deadlines. Sales productivity tools: this tool custom developed for Trolex contains a document library for the latest marketing literature, quote forms and templates for sales reps to utilize throughout the sales process, maintaining a consistent, professional image and always having the right tools on hand to close a sale. Reports and queries: This module includes several pre-configured queries and reports for analysis and tracking. Creating and generating queries and reports is easy and requires no IT support. Reports and queries can be generated and saved as gadgets or submenu items for instant access. Various types of reports can be generated in text format or colourful bar and pie charts.

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