Case Study: Automating Sales Precision for a CNC and Engineering Solutions Company

For a company specializing in precision machining, CNC component manufacturing, and customized engineering solutions, a lack of structured sales processes and fragmented data was hampering their ability to convert leads effectively and gain clear insights into their sales performance. Serving demanding industries like automotive, aerospace, and heavy engineering requires precision not just in manufacturing, but in sales operations too.

Elite Tech Corp, a certified Zoho Partner, was brought in to engineer a robust, automated lead management, sales flow, and reporting system using Zoho CRM and Zoho Analytics.

The Challenge: Misalignments in the Sales Blueprint

• ❌ No structured or consistent sales flow.
• ❌ Difficulty in tracking and converting leads across different stages.
• ❌ Inability to fetch complete lead and sales data into a single report.

The objective: Automate the entire lead-to-deal journey, implement structured sales processes, and enable real-time reporting through Zoho CRM and Zoho Analytics.

The Solution: A Precision-Engineered Sales Ecosystem with Zoho

🔶 Step 1: Lead Generation and Initial Phase

• Leads captured automatically from multiple sources into Zoho CRM.
• Assignment rules set to distribute leads to users based on predefined criteria.

🔶 Step 2: Different Lead Stages for Segregation

• Raw Lead: New lead entered into the system.
• Marketing Ready: Lead qualified for marketing nurturing.
• Engaged: Active interest shown.
• Sales Ready: Ready for the sales team to take over.
• Qualifying: Nearing conversion into a potential customer.

🔶 Step 3: Custom Module for Handling Regions and Assignments

• Custom region module created in Zoho CRM.
• Picklist for selecting regions while adding leads.
• Region-based routing rules to automatically assign leads to appropriate sales teams.

🔶 Step 4: Lead Conversion Automation

• Qualified leads converted to Accounts, Contacts, and Deals automatically.
• Each lead had a unique trail to linked contact and deal records.

🔶 Step 5: Quotation and Invoice Handling

• Deal stages customized to reflect quoting and approval stages.
• Notifications triggered at each deal stage for user actions.
• Quotation sent to client and invoice generation automated post-approval.

🔶 Step 6: Product Delivery and Shipment

• Deal status updated for delivery and shipment milestones.
• Shipment notifications initiated based on deal stage.

🔶 Step 7: Final Phase of Deal

• Deals closed as “Won” or “Lost” once shipment reached completion.
• Final status marked clearly in CRM for clean reporting and follow-up.

🔶 Step 8: Viewing Reports and Summaries

• Zoho Analytics dashboards created to track:
  • Total leads, contacts, accounts, and deals
  • Lead and deal performance by region
  • Won vs. Lost deal summaries
  • Revenue projections and funnel tracking

✅ Step 9: Fetching and Exporting Reports

• Visual dashboards designed with pie charts, bar graphs, and data tables.
• Exportable in multiple formats (PDF, Excel, CSV) for business presentations and reporting.

Results Delivered: Machining a More Efficient and Insightful Sales Process

The Lead-to-Deal Journey: Precisely Automated

Automated Lead Capture → Intelligent Staging & Assignment → Streamlined Conversion → Efficient Quoting & Invoicing → Clear Delivery Tracking → Insightful Reporting

Conclusion: Building a Foundation for Scalable Sales Growth

Elite Tech Corp successfully implemented an automated and structured sales management system using Zoho CRM and Zoho Analytics. The new system enabled seamless lead handling, systematic deal tracking, automated region assignments, and full visibility into business performance   leading to improved lead conversions, faster customer response, and better sales reporting.

This transformation provides the machining solutions company with a robust and scalable platform, ensuring their sales operations can match the precision and quality of their engineering solutions, paving the way for sustained growth.

Is your manufacturing or engineering company looking to automate and optimize its sales processes? Let’s discuss how Zoho can help you engineer success.