GLS
“Enehano kept to the ambitious 14-week MVP timeline. Analysis, implementation, and team training were all delivered exactly on the agreed schedule.”
Jan Dlouhý
Sales Director
A Structured Sales Process for the GLS Sales Team
GLS CZ was working with an outdated customer record system with no connection to its ERP. The “CRM” functioned more like a contact list than a structured sales process, there was no opportunity management or reporting for leadership; data had to be transferred manually to and from the ERP.
Enehano implemented Salesforce Sales Cloud to manage customers, sales opportunities, pipeline, and activities. The solution includes working with products on opportunities, detailed reporting on sales data, integration with Outlook, calendar and email synchronization, company validation via ARES, SSO, and synchronization with the ERP system.
Salesforce was a natural choice for GLS, thanks to prior Salesforce experience within part of the sales team and management. Enehano won the project based on its experience, references, and ability to deliver a functional MVP quickly, working in cooperation with the ERP team in Hungary.
14 weeks
From kickoff to MVP
40
Active users
3
Key Salesforce integrations
“Salesforce dashboards give management a single-place overview of pipeline, activities, and priorities. This allows management to better steer the sales team's work, focus on priority customers, and spend time on the activities with the greatest business impact.”
Jan Dlouhý
Sales Director
Key benefits
Structured sales process
Sales work has moved from list-based customer records to managing opportunities, pipeline, risk, and revenue.
Unified account management
Customer data is kept in one place in Salesforce, and the sales team works with it in a consistent way.
Opportunity management
Sales reps can manage sales opportunities, track stages of the sales process, and work with the value of potential business.
Pipeline and reporting for management
Management tracks pipeline, revenue, and risk, and has regular reporting on the sales team’s performance.
Less manual data entry
The solution is integrated with the ERP system, reducing the need for manual data re-entry between systems.
Outlook integration
Sales reps can work with emails, calendar, and activities in connection with customer data in Salesforce.
Communication history in a timeline
Activities, emails, and meetings are available on a timeline, giving a clearer overview of customer communication.
Company verification via ARES
When entering customers, checking the company ID against ARES (the Czech business registry) helps improve the quality and accuracy of company data.
Secure login via SSO
Users log in to Salesforce through unified company authentication, supporting security and simpler access management.
About GLS
GLS is one of the leading parcel delivery providers in the Czech Republic and is part of the international GLS Group. It provides domestic and international delivery for businesses and individuals. GLS relies on an extensive delivery network, service reliability, and digital tools for shipment management. It also continues to invest in expanding its parcel shop network and more sustainable delivery methods.
Headquarters
Jihlava, Czech Republic
Industry
Parcel and shipment transport
Delivery network
23 depots across the Czech Republic
Project duration
14 weeks
Website
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