WIND Telecom Expands Sales Organization with Salesforce CRM

1. WIND Telecom Expands Sales
Organization with Salesforce CRM
EMPLOYEES CUSTOMER GOALS:
1,300
Create a brand new corporate sales
organization
INDUSTRY
Seek a holistic CRM tool to address their
Telecommunications sales, marketing and customer interactions
Identify clearly defined sales goals
CUSTOMER Establish a formal sales leads tracking
CREDENTIALS method
Located in Santo Domingo,
Dominican Republic
WIND Telecom’s focus as a “We knew Doble Group had
Offers Internet services, telecommunications provider in the Dominican extensive experience in the Caribbean, and
connectivity, IP telephony and Republic is to provide integrated Internet, digital they were a good fit for us,” explained
subscription TV for both TV and telephone services to the country’s Damián Báez, CEO of WIND Telecom. “Once
residential and corporate residents and other specialized services to we put together the skill set for which we
clients in the National District businesses, institutions and other service needed to recruit for our sales department,
and Santo Domingo province, providers, thereby guaranteeing quality, cost Doble Group advised us to implement
San Cristobal, Santiago, La and delivery. The company had a small sales Salesforce CRM to help control the
Vega and Espaillat team and was considering reorganizing its activities and sales cycle for our corporate
corporate sales department to include its sales. We wanted to have a fully
Provides services for business department. Along with the complemented sales team.”
international traffic termination reorganization of its sales department, WIND
and connectivity between the Telecom also wanted to implement a holistic
Dominican Republic and the CRM tool to improve their sales, marketing and
rest of the world customer service interactions.
WIND Telecom requested a
comprehensive proposal from the Miami-based
sales consulting firm, Doble Group, LLC to see
if they could help the company establish the
correct sales goals and provide training and
support to its entire team. Sales
performance
c ons ulting

2. Solution Delivered & Results
Solution delivered:
Implementation of Salesforce CRM
Customer Advantage Sales Training
Ongoing support program
Results:
Improved communication between sales team
and managers
Online tracking of sales leads
Reduction of sales team lead conflicts
Once WIND Telecom defined its sales “Due to the implementation of
cycle and methodology, Doble Group Salesforce CRM with the guidance of Doble
configured Salesforce CRM to automate these Group, we have much better communication
processes and delivered a customized sales between our sales team and managers along
training to the Sales Leaders and Executives. with more awareness of the sales
The human resources department was included opportunities we have,” stated Báez. “Our
in the training so WIND Telecom could put sales team is better able to follow internal
together the right team to improve its sales leads because they’re online, and our
promotion and increase the efficiency of its managers and sales team have the ability to
sales team going forward. better deal with customers. It helped us
The company also took part in Doble eliminate the conflict of who deals with
Group’s Customer Advantage Sales Training which clients because previously we had to
(CAST) Program, in which WIND Telecom’s go through different e-mails and
sales consultants were skilled in value, solution conversations to obtain that information.
and consultative-based selling, ensuring they Now we have a very easy process, and
have the professional skills to use the Salesforce CRM has helped our sales team
Salesforce CRM to its maximum potential – be more effective in the entire sales
ensuring total adherence to their sales process.”
processes. WIND Telecom also utilizes Doble
Group’s ongoing support program to help keep
Salesforce CRM relevant to the company’s
evolving process changes and ensuring they
15715 South Dixie Hwy, Suite 202
maximize their investment in the system. Miami, FL 33157
Phone: 877-362-5348
Email: info@doblegroup.com