A Smarter Way to Sell at NFP

NFP’s growing sales organization relied on disconnected systems and inconsistent information, making it difficult for teams to work efficiently and stay coordinated across operations:

• Sales teams lacked centralized lead and opportunity management, making it difficult to consistently manage the sales cycle
• Sales systems were disconnected from client master data, limiting access to reliable information across teams
• Without CTI, sales teams lacked an integrated way to manage calls alongside client and sales activity
• Teams worked across multiple platforms without centralized file storage, creating fragmented and inconsistent information
• Development delays and disconnected processes made it difficult to keep initiatives on schedule

NFP reimagined its sales environment to better support the full sales cycle, connecting data, workflows, and applications across distributed teams.

• Sales Process Design: Redesigned sales workflows and tools to support the full sales cycle and real-time knowledge sharing
• CTI Implementation: Deployed Salesforce and Avaya CTI across North American sales and advisor teams to connect calls with sales activity
• Data Integration: Integrated Oracle order history through Informatica Cloud to give teams more connected access to client information
• Mobile Sales Application: Built a custom Salesforce Platform app for field reps to log activities from iPads and mobile devices
• Document Management: Implemented document generation, storage, and electronic signatures to simplify sales documentation
• Team Collaboration: Implemented Chatter to support real-time collaboration and knowledge sharing across distributed teams

NFP created a more efficient sales environment that gave reps more time to sell while strengthening data accuracy, forecasting, and visibility across teams.

• Sales Productivity: Streamlined sales processes saved each rep two hours per day while improving sales effectiveness
• Data Accuracy: Real-time mobile updates improved data accuracy while strengthening revenue forecasting and sales intelligence
• Business Visibility: Greater visibility into performance trends helped teams identify opportunities for targeted improvement
• Sales Intelligence: Connected client and order information gave sales teams better context to manage relationships and opportunities