At a glance
- Industry
- Manufacturing
- Platforms
- Salesforce Sales Cloud
- Service
- Implementation, Optimization
- Results
- 203% growth in new accounts · 34→103 accounts in one year
The challenge
Sales reps tracked customer interactions on handwritten forms mailed to the office. There was no way to pull data, measure performance, or see a pipeline, and a sales team ranging from 40-year veterans to brand-new reps made adoption a real risk.
What we did
- Sales Cloud with automated call-logging flows, interest-level tracking, and follow-up-date automation
- Simplified opportunity stages, custom product pick lists, and rollup of total closed amount per account
- Individual and management dashboards for lead touches, new accounts, in-person visits, and active leads
- An automated weekly scorecard that emails each rep their numbers every Friday, replacing hours of manual reporting
The results
The company grew from 34 to 103 new accounts in one year, eliminated 1-2 hours of manual weekend reporting, and drove healthy competition once reps could see each other’s activity. Even reps who had used paper for decades adopted the system.
A year ago today, we were writing this information on paper and mailing it in. We’ve come very far.
Client, Manufacturing
Does this sound like your team?
- Reps still record visits and calls on paper or in personal notebooks, and the office learns about activity days later.
- Someone spends part of the weekend compiling each rep’s numbers by hand because no report can produce them.
- Your newest hires would take to a CRM quickly, but long-tenured reps would likely ignore anything that adds clicks.
Where we would start
Start with the smallest set of fields a rep must touch after a customer conversation, and let flows handle follow-up dates and call logging. Fewer opportunity stages and pick lists that match your real products reduce resistance from veteran sellers. Once activity is captured, a scheduled email giving each rep their own numbers replaces manual reporting and makes the system worth using. Manager dashboards come from the same data without extra entry.