SalesBase with a pinch of salt– British Salt PLC
British Salt has long been one of the primary excavators and producers of salt and salt related products in the UK. With applications used by industries as diverse as metal production and leather tanning, British Salt has a broad client base. However, this like most others is a competitive industry and the company is constantly seeking to develop and expand its client base, as well as protect its interests with existing customers. This is where SalesBase was able to help.
British Salt has both a field sales team and internal sales and customer service people. However, there was a difficulty in providing effective communication between internal and external teams. Those working outside had no information without contacting base prior to a customer visit and similarly those at head office had no record of interaction between the territory manager and the client. Thankfully all this has now changed.
SalesBase from Integrate Software was chosen to be the Customer Relationship Management database for British Salt.
The Company had recently changed its core systems to Navision Accounts and wanted now to implement a system that would give initially to the internal team and subsequently to those in the field. Now everyone is ‘singing from the same hymn sheet’. SalesBase handles all sales activity such as diary management, visit reporting, quotes, letters and emails. Now all those involved have the information they need, when they need it.
Russell Cradduck, Sales and Marketing Director says – “We really needed to pool information. Many times our territory managers would go into an account and have little or no idea of what was currently going on with the customer! Thankfully this has now all changed and any of us involved with customer facing activities can see instantly where we are up to, who has spoken to the client, what commitments have been made, what correspondence has been sent or received and what future activities have been scheduled. I can instantly pull reports that give me the management information I need to plan our business and make the necessary judgments. SalesBase has helped to transform the way we do business”.