CRM for field sales and reporting in six regions.

An international company in the installation industry implemented Microsoft Dynamics 365 Sales on-premises as a common sales environment across multiple countries and languages. The system combined ERP data, salesperson activity, visit planning, and GPS information.

Customer

An international company in the installation and plumbing industry.

Industry

Installations / sanitary systems / B2B sales

Scale

120 users • 6 regions

Implementation Time

1.5 years

Products

Microsoft Dynamics 365 Sales – on-premise version

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The Challenge

Sales conducted in multiple countries and languages required a common CRM system that would allow for managing salespeople's activity, planning visits and reporting results at the regional and central level.

The organization lacked a single CRM to support sales across all markets. Managing representative activity and reporting on their work was difficult, and the lack of integration with ERP limited access to customer data, products, and sales documents. An additional challenge was the lack of tools for monitoring mobile work and planning field team routes.

Multiple markets and languages

Sales were conducted regionally without a single common CRM environment.

Lack of work visibility

It was difficult to monitor salespeople's visits, activities and sales opportunities.

Lack of integration

CRM was not connected to ERP or tools supporting mobile work.

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Results

Better field sales control and consistent reporting.

6 regions

joint sales process

120

users of one CRM

Live GPS

visibility of salespeople's routes

1 base

central customer data

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Solution

Our Role

Why is that?

The goal was to create a common CRM for field teams and combine sales, ERP, and salesperson activity data.

We implemented Dynamics 365 Sales in the on-premise version, integrated the system with ERP and GPS, and launched regional and central reporting.

multilingual CRM for sales
integration with ERP
registration of visits and sales opportunities
route planning
GPS integration
dashboards for management and sales directors

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How to Get Started

Course of Events

Analysis of regional structures

We analyzed sales processes and the work methods of representatives in individual countries and regions.

Joint CRM project

We designed a multilingual CRM model with a regional organizational structure and a common reporting standard.

Integration with ERP

We connected CRM to the ERP system, synchronizing customer, product and sales document data.

Mobility and GPS

We have launched visit registration, route planning and integration with GPS systems in representatives' cars.

Reporting and support

We prepared regional reporting and central dashboards for management and provided post-implementation support for the solution.

Stack and Scope

The project involved the implementation of the on-premise version of Microsoft Dynamics 365 Sales for 120 users in an international organization operating in six regions. The CRM was integrated with the ERP system and GPS systems. The solution supports customer management, visit management, sales opportunities, and route planning, as well as central and regional reporting.

Implementation Time

1.5 years

Year

Sales (CRM)

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Numbers, not slides