How a U.S. NBFC Transformed Its Salesforce Ecosystem
25% boost in closures, 100% better lead tracking, how a top NBFC scaled sales with AI-driven Salesforce automation and CRM transformation.
Background
A rapidly growing NBFC corp in the U.S., a national leader in accounts receivable management and debt purchasing, was looking to scale its operations. As the organization expanded, so did the complexity of its sales processes and CRM ecosystem. Salesforce was at the core of their operations, but it needed a strategic overhaul to keep up with increasing demand and operational scale
Challenges
The client's Salesforce instance had several bottlenecks:
1. Lead records were siloed and needed to be converted into contacts, opportunities, and accounts to support a more structured sales pipeline.
2. Dashboards and reports lacked depth and accuracy, limiting visibility into key metrics.
3. Manual workflows, such as associating tasks with contact records, led to inefficiencies and data entry errors
4. The CRM contained duplicate and inconsistent records, making data unreliable.
5. The sales process didn’t reflect the client’s evolving workflow and hindered productivity.
6. Integration between Outlook and Salesforce was missing, creating gaps in communication tracking.
Solutions
Our team at Wisdom Square collaborated closely with the client's internal stakeholders to reengineer their Salesforce environment. Here’s how we approached it:
Lead Conversion Optimization: Leveraged Salesforce’s native functionality to convert all lead records into accounts, contacts, and opportunities. Ensured precise field mapping to maintain data continuity.
AI-Assisted Reporting & Dashboards: Designed tailored dashboards and reports to surface actionable insights. We used AI-assisted tools and methodologies to rapidly build and optimize these visualizations for real-time decision-making.
Workflow Automation: Built a custom Salesforce Flow that intelligently auto-populates contact information in task records when only one contact is linked to an account, eliminating manual input and reducing user friction.
Data Quality Enhancement: Used Salesforce Data Loader and automated deduplication logic to clean and standardize thousands of records. Our AI engineers helped accelerate this process, ensuring high-quality data with minimal downtime.
Custom Sales Process: Developed a new, streamlined sales process tailored to the client’s operations, including customized opportunity stages and automation triggers.
Seamless Outlook Integration: Configured Outlook for Salesforce to allow two-way email syncing, enabling better tracking of client communication directly within Salesforce.
Impact
The transformation delivered measurable improvements across the board:
Sales Funnel Efficiency: 100% of legacy leads were converted to structured Salesforce records, boosting visibility and follow-up rates.
Data-Driven Decisions: Sales tracking efficiency improved by 40% thanks to dynamic, customized dashboards.
Workflow Speed: Task automation reduced administrative time and errors by 50%.
Data Integrity: Enhanced data quality increased operational reliability by 30%.
Sales Performance: The redefined sales process improved opportunity closure rates by 25%.
Communication Flow: Outlook integration streamlined email tracking, enhancing sales team productivity.
Salesforce (Leads, Contacts, Opportunities, Accounts, Tasks, Reports & Dashboards) Lightning Experience Salesforce Flow Salesforce Data Loader Outlook Integration for SalesforceBehind the scenes, AI played a critical role, powering faster delivery timelines, automating repetitive tasks, and enabling our AI engineers to fine-tune workflows that align with business goals. Our approach ensures every transformation is not only fast, but future-proof.
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