Creating a measurable sales impact with Salesforce AI
With Noltic’s support, Elmark improved forecasting accuracy, prioritized high-value leads, and enabled sales teams to spend more time with customers instead of manual tasks.
Client & product
Elmark Automation specializes in industrial automation, providing collaborative robots (cobots) and automation components such as power supplies, switches, and single-board computers. The company operates in a niche market where precise tracking of customer interactions and efficient sales processes are key to success.
Elmark has been active in the automation market for more than 40 years, serving as a long-term and proven partner in the industry. In 2024 alone, Elmark completed more than 29,000 orders, with turnover exceeding PLN 138 million.
Business challenge
Despite using Salesforce for five years, Elmark’s sales processes were limited by poor adoption, redundant system configurations, and underutilized AI features.
Key challenges included:
- Sales representatives not fully using Salesforce, creating gaps in customer relationship tracking;
- Emails and activities are inconsistently captured, leading to lost information;
- Difficulty qualifying and prioritizing leads without AI insights;
- Manual planning of sales visits without optimized routes;
- Inaccurate sales forecasting caused by incomplete data;
- System inefficiencies from multiple administrators creating redundant fields and processes.
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Results achieved
- Sales teams gained AI-powered lead and opportunity scoring to focus on high-potential deals;
- Clearer reporting on duplicate contacts and improved data management practices;
- Improved activity capture, with sales reps understanding how email tracking works and reducing data loss;
- Smarter field visits, with Map Plotter updated and integrated for route planning;
- Faster quote generation with simplified automation and support for quotes without opportunities.
Business impact
With Noltic’s support, Elmark turned Salesforce into a more effective system for sales efficiency and customer engagement.
- Sales reps spend less time on manual data entry and trip planning, and more time in front of customers;
- Managers get more reliable reports and forecasts, supporting better decision-making;
- AI-driven lead scoring helps prioritize the right opportunities and recover previously overlooked leads;
- Customer interactions are tracked more consistently, reducing the risk of losing context;
- A cleaner, structured Salesforce setup prevents inefficiencies caused by redundant configurations.
Our solutions
We worked closely with Elmark during a support and optimization project to address immediate problems and enable future AI-driven growth. Our work included:
Map Plotter optimization
- Reviewed the Map Plotter app’s functionality, pricing, and filters, updated it to the latest version, and fixed existing issues;
- Geocoded leads and set up Google Maps route planning to improve navigation and efficiency.
Einstein for Sales features
- Configured Lead and Opportunity Scoring, including Einstein Scoring components on Lead records and Recommended Contacts;
- Resolved issues preventing users from accessing the Intelligence View of the sales pipeline;
- Improved forecasting models with AI-based insights.
Einstein Activity Capture
Investigated license use, explained functionality, and clarified why some emails were not saving correctly.
Data and reporting improvements
- Redesigned duplicate contact reports for easier use and explained the Contacts to Multiple Accounts feature.
- Conducted Salesforce health check, cleaned redundant fields, and optimized automation processes.
Quote management
Enabled quote creation without linked opportunities and fixed related automation and document generation flows.
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