The Challenge
Endesa needed to optimize the sales process across its entire national commercial network, with more than 345 offices distributed across the country. The goal was to create a standardized process that could work for all service points, fully integrated with their existing systems.
As project lead, my role was to support the definition and standardization of the sales process. I oversaw the development process as well as the subsequent optimization of the flow and staff training.
The Solution
We defined and implemented a robust, standardized sales process so it could work consistently across all offices. The solution was modeled in BPMN to make the flow clear, scalable and easier to improve over time.
To make it usable in day-to-day operations, the process was integrated with their existing working environment, so the commercial network could run it within their existing tools and data.
The Results
- Over 40,000 offers created in two years
- Real-time visibility of the status of all sales across the network
- Reduced sales cycle by 50%
- Standardized offer generation across all service points