Introduction

PennantCorp, a manufacturing leader with 2300+ industrial products, needed to bring structure and speed to its sales operations. Their enquiry handling, approval workflows, visit planning, and quote processes were all managed manually, leading to delays, confusion, and missed opportunities.

CloudPrism stepped in to build a Salesforce-powered system that connects every part of the sales cycle, improves accountability, and drives faster execution.

The Challenge

The sales process at PennantCorp was cluttered and inconsistent. Teams used spreadsheets, emails, and phone calls to manage activities that should've been streamlined long ago.

Key challenges included:

• Enquiries came in from multiple channels but weren't tracked in a central system
• Quote and discount approvals stalled when senior team members weren't available
• Visit plans were created manually with no way to track if visits actually happened
• Follow-ups and outcomes from visits were rarely recorded or acted on
• Quote generation lacked consistency, version control, and real-time visibility

The Solution

CloudPrism designed and implemented a tailored Salesforce solution that mirrored how PennantCorp's sales team works, but with structure, automation, and built-in accountability.

Enquiry to Opportunity Flow

• Enquiries from website, calls, and dealer networks now flow into Salesforce automatically
• Each enquiry is auto-classified as Standard, Custom, or Dealer-based
• Opportunities are routed by region and handled through separate flows
• Rejected opportunities move backward with comments — stage demotion is now trackable

Structured Sales Process

• Standard and Custom opportunities follow clearly defined, record-type-specific paths
• Reps select products from a centralized 2300+ item pricebook with photos
• Stage-level checklists and mandatory document uploads ensure process discipline

Automated Approvals with SLA Control

• Approval routing is based on discount percentage or quote value thresholds
• Requests automatically go to the appropriate senior approver
• If the approver is unavailable, the system reassigns it to an alternate
• SLA timers and alerts ensure no step gets delayed or forgotten

Visit Planning & Execution

• Reps create visit plans linked to enquiries or opportunities with cost, date, and goals
• Plans are routed for manager approval before the visit
• Once approved, a visit record is created and linked to Salesforce
• After the visit, reps log MOMs, competitor insights, and upload photos and files
• Action points can be converted into follow-up tasks with deadlines

Quote Generation & Dispatch

• Approved quotes are created instantly in PDF format
• Technical documents like GA drawings, datasheets, and ITPs are attached as needed
• Emails are sent directly from Salesforce using Gmail sync
• Quotes are version-controlled and logged for future reference

Dashboards & Reporting

• Real-time dashboards show visit status, approvals, and opportunity health
• Weekly and monthly reports help managers track execution, team performance, and SLA compliance
• Leadership has a clear view of what's moving and what's stuck

The Impact

The difference was visible within weeks. With a structured process in place, PennantCorp's sales team stopped chasing approvals and started driving results. Field visits became trackable, quotes went out faster, and managers finally had a real-time view of what was moving and what wasn't.

Key outcomes:

• Visit execution went from untracked to 100% visibility across teams
• Quote preparation time dropped from 5–7 days to just 1–2 days
• Approval bottlenecks reduced by over 90%, thanks to built-in routing and fallback paths
• Manual follow-ups became rare, as the system handled reminders and escalations
• CRM usage by sales reps increased significantly, with full adoption across functions

Why It Worked

CloudPrism didn't deliver a generic Salesforce setup, we built a sales operating system that reflected how PennantCorp actually sells. Every stage was grounded in logic, approvals were backed by automation, and data started flowing without friction.

• Sales reps now plan visits, get approvals, and log outcomes without switching tools
• Managers get real-time clarity without needing to follow up manually
• Senior leadership has complete visibility, from enquiries to closed deals

Everything is traceable. Nothing falls through the cracks.

What Powered It

The solution was built using Salesforce tools designed for manufacturing sales operations:

• Salesforce Sales Cloud
• Custom Objects: Visit Plan, Visit Record, Deviation Tracker
• Centralized Pricebook with 2300+ Products and Photos
• SLA-Based Approval Routing and Escalation
• Role-Based Access with Record Sharing Rules
• PDF Quote Generator with Document Attachments
• Gmail Integration for Quote Dispatch
• Real-Time Dashboards and Execution Reports

What Made the Difference

With CloudPrism's solution in place, PennantCorp moved from scattered follow-ups and manual gaps to a sales system that runs with clarity and control.

Opportunities are tracked. Visits are planned and followed through. Quotes go out on time — with the right approvals and documentation in place.

The result? A faster, more accountable sales process that actually helps teams execute.

If your team is still running sales through scattered tools, we'll help you turn it into a system that actually works.