Country : United States
Industry : Distribution
Case Study : Improving Sales with eSurvey & Zoho Reports
About the Client
Farmer owned since 1923, Southern States is one of the nation's largest farmer-owned cooperatives that provide a full range of services and growing solutions for farms and around the home. With more than 300 sales representatives across the south-east of United States and business increasing, Southern States recognized it needed to improve efficiency if it was to keep its promises to its customers. “ We had no visibility into what our reps were doing before, until they came back in and handed over their paperwork “ explained John O’leary , General Sales Manager.
About the Challenge
Southern States was looking for a paperless solution that would eliminate the cumbersome and lengthy process of documenting sales visit reports and other documents by its sales representatives filling in forms and reentering data into their back-office. Southern States also wanted to save the time its staff spent daily calling with price exception needs and other requirements. “ What we wanted was a simple to use and reliable service where the sales representatives could update our head-office staff with all field and transactional activities with the usage of their smartphones, replacing paper and transcription activities with mobile forms that would release information in Real Time”, said O’leary
About the Solution
Southern States decided to use Blackberry smartphones with a leading mobile data capture solution called eSurvey that would seamlessly synchronize with Zoho Reports.
The proposed solution allowed Southern States to streamline operations, increase sales productivity, and enable the power of real-time information to update Southern States’ ZOHO Business Intelligence dashboard, empowering the company to make better, faster and smarter decisions.
About the Results
Since implementation, Southern States has seen a new incremental growth of almost 20% on gross sales, an improvement on its price consenting policies from its sales representatives. Accuracy of the data collected has increased 100% in visit reports, customer needs tracking and other relevant sales metrics.
Zoho Reports allows Southern States to monitor, review and check customer data easily and reliably. Daily key performance indicators can be easily collaborated and transferred into reports for quick analysis. Before Southern States did this with countless hours on Excel spreadsheets.
Zoho Reports has improved efficiency and customer service by enabling Southern States to plan ahead of the game of its competitors and coordinate sales programs such as offers and other sales campaigns more effectively and timely.
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