Putting field visits back at the center, without getting trapped by admin

International industrial mid-market group (HQ Lyon)
High-performance materials for aerospace, defense, healthcare and industry
800 employees · 23 sites · subsidiaries from successive acquisitions (including Micel)

Addev Materials high-performance materials for aerospace and defense

200

Reports generated on the pilot subsidiary

Field

Visits put back at the center, rather than all-phone / Teams

Multi-entity

Harmonized reports despite different systems

Die Herausforderung

Few field visits, a lot of phone and Teams. Long, inconsistent reports, often not done at all.

For field sales teams in one of the group’s subsidiaries - a rollout designed to extend to other entities - the challenge was to put field visits back at the center of the sales organization, without getting trapped by admin, in a multi-country, multi-subsidiary group with a CRM stack in motion.

Addev materials transformation and innovation

Vor Trustlead

CRM data that was hard to use, for lack of consistent reporting discipline from one subsidiary to another - and a real under-valuation of the most strategic customer visits.

Mit Trustlead

Einführung

Trustlead becomes a commercial discipline tool: more follow-up discipline, fewer excuses not to report. Its flexibility - independent of the Dynamics version in place - makes it possible to harmonize processes despite a constantly evolving CRM stack.

Einsatz im Außendienst

Systematic voice report after every strategic visit
Harmonized reporting format across subsidiaries (including Micel), despite different systems
Field usage continuity preserved through CRM version changes

Wirkung & Ergebnisse

Discipline

More follow-up, fewer excuses not to report

CRM resilience

Field usage protected from internal technical changes

“I have done about fifteen reports with the tool, and it really saves a lot of time. What is great is that Trustlead lets you photograph paper notes so they go straight into the report - and that saves a lot of time too.”
Dorian OubrierField sales, ADDEV Materials

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