Turning Acquisition Complexity Into Connected Operations for Stericycle

Years of acquisition-driven growth created complexity across Stericycle’s systems and sales processes, limiting visibility and consistency across operations:

• Acquisition-driven growth left Stericycle managing too many disconnected systems across the business
• Restructured commissions around sales teams, regions, and client tiers to support a more consistent approach
• Commission, sales, and working-hour information required consolidation across separate systems and reports
• Opportunity stages were not differentiated by service, limiting consistency across Stericycle’s sales process
• Manual systems did not drive the sales process or guide teams through required tasks and next steps

Stericycle brought sales data, workflows, and applications together, using automation to guide teams through each stage and create continuity across the business.

• System Consolidation: Migrated and integrated Salesforce instances from eight acquisitions into a unified sales environment
• Commission Management: Restructured commissions around sales teams, regions, and client tiers to support real-time calculation
• Sales Process Design: Defined opportunity stages by service to create a more structured sales process across offerings
• Workflow Automation: Built custom components to assign tasks and next steps as opportunities move through each stage
• Billing Integration: Connected Salesforce with the billing system to retrieve payment data and keep information synchronized
• Reporting: Created reports to give teams real-time access to sales, commission, and operational information

Stericycle created a more connected sales operation where information moves in real time and teams follow a consistent process across services and acquired businesses. 

• Real-Time Commissions: Sales teams gained access to commission calculations in Salesforce as information became available
• Sales Efficiency: A system-driven sales process created a faster, more seamless experience across services
• Performance Visibility: System-driven tasks and alerts helped managers track execution and contributed to improved KPIs
• Real-Time Reporting: Teams gained real-time access to reporting and synchronized billing information
• Operational Consistency: Acquired businesses could operate through one sales process across integrated systems