Analyzed and refined sales performance.

Sales activities managed through spreadsheets were improved by implementing a lead management process, resulting in an increase in overall sales.

Engagement type

Managed Services

Product

Sales Cloud

Industry

Retail & Consumer Goods

Capitol Lighting is a retailer of lighting products, systems and services. Their e-commerce platform, 1800Lighting.com, is focused on lights, installations, repairs and home appliances.

Overview

Key Challenges: Sales activities managed through spreadsheets
Key Solutions: Implemented a lead management process
Key Impact: Increase in overall sales

Challenges

Sales reps managed their day-to-day activities through emails and spreadsheets
Lack of a structured CRM caused invisibility into high-priority tasks, Sales rep activities and performance
Sales managers were unable to track attainment vs. quotas and Sales rep commissions

Solutions

Implemented Salesforce and setup data integration via Jitterbit
Set up and implemented a lead lifecycle management process
Developed a prospect scoring system based on the site engagement level
Built reports and dashboards to track the sales rep metrics

Impact

360° overview of sales and marketing processes
Increase in Sales & Marketing teams’ efficiency and overall sales
Customized training programs increased the understanding of customer trends

Analyzed and refined sales performance.

Engagement type

Managed Services

Product

Sales Cloud

Industry

Retail & Consumer Goods

Overview

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