The Client

This $300 million transportation (moving and storage) company deployed Microsoft CRM five years before at an initial cost of $600,000.

The Challenge

Limited change management and a lack of leadership led to poor user adoption and an organization unable to evolve from a franchise minded sales organization to a strong team-based one.

The Approach

In a very short time, through a series of interviews, our team learned that executives and users misunderstood the benefits of widespread adoption.  We developed a set of recommendations based on the financial aspects of adoption and the value each solution would bring to the organization. We also attacked the lack of leadership and communication that impeded the organization’s ability to approach their business development process consistently and coherently.

Working closely with a cross-section of the organization

- We clarified how the new CRM system would benefit all team members
- Developed an enhanced communication and training program
- Distributed new executive communication protocols.

The Results

enVision Business Consulting increased user adoption by focusing organizational energy on the benefits to executives, sales management, and sales staff. While recommendations were prepared around the myriad issues and challenges, the main thrust of our communication to the executive team was the $5 million year-over-year addition to the pipeline the organization could build by capturing specific pieces of information during regular customer interactions.