MAN Truck & Bus Achieves Commercial Excellence with Salesforce and Salesfive

MAN Truck & Bus is one of the world’s leading commercial vehicle manufacturers, renowned for over 260 years of engineering excellence, innovation, and customer proximity. However, the industry is changing rapidly: customers now expect more than just a reliable vehicle. Digital services, data-driven consulting, and holistic solutions are becoming increasingly important. To meet these demands, MAN Truck & Bus has systematically advanced its sales organization towards an integrated, digitally networked sales platform called ‘SalesMAN.’

With SalesMAN as the central pivot point, MAN’s digital sales rep workplace was built on the Salesforce Platform. It maps all pre-sales and sales processes, as well as downstream, optional product packages, and connects them seamlessly with the existing IT landscape. Together with their strategic implementation partner, Salesfive, MAN is pursuing a clear goal: achieving commercial excellence through transparency, standardization, and data-based control. “SalesMAN is the heart of our sales operations today,” explains Sabine Meyer, Head of Sales IT Vehicle & Components, MAN Truck & Bus SE. Florian Gehring, Co-Founder & Managing Director of Salesfive, also highlights the strategic dimension of the project. “Together, we have created a platform that not only digitizes processes but also empowers the sales team for long-term success”.

Our Trailblazer Sabine Meyer on…

… the Digital Sales Workplace as an Enabler for Commercial Excellence

“SalesMAN is our central tool for sales at MAN Truck & Bus. All relevant information comes together here — from leads and opportunities to quotes, orders, and delivery. Our integrated pricing and quoting concept is particularly important: our sales reps can offer complete solution packages, including service contracts, financing, mobility guarantees, or digital services.

Topics like trade-ins, buy-backs, or searching for immediately available stock vehicles are also fully integrated.

This is made possible by the tight integration of the Salesforce Platform with our existing IT landscape via MuleSoft — from configurators to SAP backends. For our sales team, this means fewer system discontinuities, more transparency, and significantly better consulting quality”.

… the Shift from Vehicle Manufacturer to Holistic Mobility Provider

“Our customers’ requirements have changed dramatically. In addition to classic topics, digitalization, alternative drivetrains, and autonomous driving are increasingly coming into focus. SalesMAN supports our sales reps in actively shaping this transformation. With new applications like eConsulting, we provide targeted advice to customers on the use of eTrucks — for example, by considering route profiles or regulatory frameworks.

Another component is our AI-based configurator, which optimizes desired configurations, proposes CO₂-reduced variants, and, where appropriate, shows eTrucks as an alternative. This is supplemented by LeadSeek, which supports our sales reps in identifying and enriching leads as well as with the sales pitch. In this way, we are consistently moving away from being a pure hardware provider to becoming a holistic mobility and service partner”.

… Change Management, User Adoption, and Agentforce as Keys to the Future of Sales

“A project of this magnitude is never just a technical rollout. Cultural change is crucial. Our user adoption rate is high, but much more important is the question of whether the platform is being used correctly and is reachiing its full potential. With our SalesMAN Boost Program, we systematically guide the markets through workshops, training sessions, and continuous feedback. Another important lever was the introduction of standardized KPIs and dashboards. Today, all management levels — from the Executive Board (Vorstand) to the Sales Manager — look at the same numbers. This creates transparency, promotes data quality, and strengthens trust. In addition to our own initiatives, we are also relying on Agentforce to make sales even smarter and more agile with AI-driven recommendations. This makes the platform the central engine for sales management and an enabler for sustainable success.”

Our Trailblazer Florian Gehring on…

… Integrated Platforms, Data-Driven Management, and Realized Commercial Excellence

“Commercial vehicles generate enormous amounts of data today — from telematics, maintenance, and operation. To create genuine added value from this, you need an integrated platform that seamlessly connects CRM, ERP, service, workshop, and telematics systems. This is precisely where Salesforce plays to its strengths. At MAN Truck & Bus, this creates an end-to-end view of fleet operators, drivers, contracts, and interactions across sales, service, marketing, and after-sales. Commercial excellence is not achieved through technology alone, but through clear management and adoption. Together with MAN, we have established a globally uniform KPI model that creates transparency while still allowing room for local specifics. Adoption dashboards make usage and impact visible, while sales reps actively provide feedback and help shape the platform. In this way, Salesforce becomes the central management tool for a data-driven, efficient, and future-proof sales organization.”

… Salesfive as a Trusted Partner for Sustainable Transformation

“As the largest German-speaking Salesforce partner with over 250 consultants, we at Salesfive see ourselves not just as an implementer, but as a long-term, trusted partner to MAN Truck & Bus. Our collaboration is based on openness, mutual respect, and the shared goal of creating sustainable added value. We support MAN on their journey to commercial excellence with practical process consulting, customized solutions, and continuous development — always closely aligned with the needs of the on-site teams. This trusted partnership is the key to not only enabling technological change and the future use of agentic AI, but actively helping to shape it”.