MAN Truck & Bus is without doubt one of the world’s main industrial automobile producers, famend for over 260 years of engineering excellence, innovation, and buyer proximity. Nonetheless, the trade is altering quickly: clients now count on greater than only a dependable automobile. Digital providers, data-driven consulting, and holistic options have gotten more and more essential. To fulfill these calls for, MAN Truck & Bus has systematically superior its gross sales group in direction of an built-in, digitally networked gross sales platform known as ‘SalesMAN.’
With SalesMAN because the central pivot level, MAN’s digital gross sales rep office was constructed on the Salesforce Platform. It maps all pre-sales and gross sales processes, in addition to downstream, non-compulsory product packages, and connects them seamlessly with the present IT panorama. Along with their strategic implementation accomplice, Salesfive, MAN is pursuing a transparent aim: reaching industrial excellence by way of transparency, standardization, and data-based management. “SalesMAN is the center of our gross sales operations right this moment,” explains Sabine Meyer, Head of Gross sales IT Car & Elements, MAN Truck & Bus SE. Florian Gehring, Co-Founder & Managing Director of Salesfive, additionally highlights the strategic dimension of the venture. “Collectively, we’ve got created a platform that not solely digitizes processes but additionally empowers the gross sales crew for long-term success”.
Our Trailblazer Sabine Meyer on…
… the Digital Gross sales Office as an Enabler for Industrial Excellence
“SalesMAN is our central software for gross sales at MAN Truck & Bus. All related data comes collectively right here — from leads and alternatives to quotes, orders, and supply. Our built-in pricing and quoting idea is especially essential: our gross sales reps can supply full resolution packages, together with service contracts, financing, mobility ensures, or digital providers.
Subjects like trade-ins, buy-backs, or trying to find instantly out there inventory autos are additionally absolutely built-in.
That is made attainable by the tight integration of the Salesforce Platform with our current IT panorama by way of MuleSoft — from configurators to SAP backends. For our gross sales crew, this implies fewer system discontinuities, extra transparency, and considerably higher consulting high quality”.
… the Shift from Car Producer to Holistic Mobility Supplier
“Our clients’ necessities have modified dramatically. Along with traditional subjects, digitalization, various drivetrains, and autonomous driving are more and more coming into focus. SalesMAN helps our gross sales reps in actively shaping this transformation. With new functions like eConsulting, we offer focused recommendation to clients on the usage of eTrucks — for instance, by contemplating route profiles or regulatory frameworks.
One other part is our AI-based configurator, which optimizes desired configurations, proposes CO₂-reduced variants, and, the place acceptable, exhibits eTrucks as a substitute. That is supplemented by LeadSeek, which helps our gross sales reps in figuring out and enriching leads in addition to with the gross sales pitch. On this approach, we’re constantly transferring away from being a pure {hardware} supplier to changing into a holistic mobility and repair accomplice”.
… Change Administration, Consumer Adoption, and Agentforce as Keys to the Way forward for Gross sales
“A venture of this magnitude isn’t only a technical rollout. Cultural change is essential. Our person adoption price is excessive, however far more essential is the query of whether or not the platform is getting used accurately and is reachiing its full potential. With our SalesMAN Enhance Program, we systematically information the markets by way of workshops, coaching classes, and steady suggestions. One other essential lever was the introduction of standardized KPIs and dashboards. Right now, all administration ranges — from the Govt Board (Vorstand) to the Gross sales Supervisor — take a look at the identical numbers. This creates transparency, promotes knowledge high quality, and strengthens belief. Along with our personal initiatives, we’re additionally counting on Agentforce to make gross sales even smarter and extra agile with AI-driven suggestions. This makes the platform the central engine for gross sales administration and an enabler for sustainable success.”
Our Trailblazer Florian Gehring on…
… Built-in Platforms, Knowledge-Pushed Administration, and Realized Industrial Excellence
“Industrial autos generate monumental quantities of knowledge right this moment — from telematics, upkeep, and operation. To create real added worth from this, you want an built-in platform that seamlessly connects CRM, ERP, service, workshop, and telematics methods. That is exactly the place Salesforce performs to its strengths. At MAN Truck & Bus, this creates an end-to-end view of fleet operators, drivers, contracts, and interactions throughout gross sales, service, advertising, and after-sales. Industrial excellence shouldn’t be achieved by way of expertise alone, however by way of clear administration and adoption. Along with MAN, we’ve got established a globally uniform KPI mannequin that creates transparency whereas nonetheless permitting room for native specifics. Adoption dashboards make utilization and affect seen, whereas gross sales reps actively present suggestions and assist form the platform. On this approach, Salesforce turns into the central administration software for a data-driven, environment friendly, and future-proof gross sales group.”
… Salesfive as a Trusted Accomplice for Sustainable Transformation
“As the most important German-speaking Salesforce accomplice with over 250 consultants, we at Salesfive see ourselves not simply as an implementer, however as a long-term, trusted accomplice to MAN Truck & Bus. Our collaboration is predicated on openness, mutual respect, and the shared aim of making sustainable added worth. We assist MAN on their journey to industrial excellence with sensible course of consulting, custom-made options, and steady improvement — all the time intently aligned with the wants of the on-site groups. This trusted partnership is the important thing to not solely enabling technological change and the long run use of agentic AI, however actively serving to to form it”.
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