Philips Lighting sales team saves 2,500 hours per month

The Philips Lighting sales force saved 2,500 hours per month by integrating digital voice technology and cloud storage into its CRM system data entry workflow 

Philips Lighting is dedicated to introducing innovative end-user-driven and energy-efficient solutions and applications for lighting, based on a thorough understanding of customer needs. Its sales team in the US is a highly mobile force of between 100 to 150 account representatives who serve at both a regional and national level and make an average of three to four customer calls each day. As required by their sales leaders, for each call a sales rep makes, they must either create or update information in Philips Lighting’s customer relations management (CRM) system.

Challenge
Historically, following each sales call the account representative was expected to login to the system to type client information and important notes from the meeting. This posed a significant challenge to quick and accurate data entry. Since the sales team was often traveling, unpacking their laptop and finding an Internet connection was a hassle. As a result, the reps spent a significant amount of time doing administrative work instead of negotiating an order or preparing for their next presentation.