Sales Cloud Integration – CAPITOL LIGHTING

Case Study

CAPITOL LIGHTING

About Client

Capitol Lighting’s 1800Lighting.com is an e-commerce company that sells light fixtures, ceiling fans and more.

INDUSTRY

Home Decor

PROJECT

Salesforce Integration

WEBSITE

PROJECT GOALS

Capitol Lighting wanted to measure the performance of their Sales teams. They needed a system for the Sales team to manage and execute their activities. They wanted more analytics on how the business is performing.

CHALLENGES

  • The Management lacked visibility of the sales reps activities and their performance.
  • The sales reps were managing their activities through emails and spreadsheets. As they lacked a structured CRM system, they were unable to prioritize their work.
  • The Sales managers were unable to track attainment vs quotas and sales rep commissions.

HOW WE HELPED

CUBE84 implemented Salesforce and integrated with their existing ecommerce platform by using Jitterbit.

The team formulated and set up a system to score prospects based on the level of engagement.

CUBE84 also established a lead lifecycle in Salesforce and weekly migration of sales data into Salesforce

CUBE84 set up a system to capture Sales Rep quotas, track attainment & commissions earned by the sales reps. CUBE84 created reports and dashboards to track sales rep activities and performance.

OUTCOME

Salesforce being integrated with the ecommerce system now equips the sales rep with the necessary information to win deals. Capitol Lighting has a 360 degree view of their customers– history of purchased products with date of purchase, product interest and sales rep interactions. The team is able to identify and anticipate customer buying trends.

Capitol Lighting is realizing more sales wins because of ranking prospects early-on in the sales cycle and timely follow-ups with the help of system generated reminders.

Sales management now has increased visibility into the activities of sales reps. They are now able to better coach sales reps on their sales process and track compliance and accountability.

See What Our Customers Are Saying

Our greatest success belongs to our amazing customers and we strive to help their organizations become successful in their use and adoption of Salesforce.

Our project was focused on: Sales cloud, Partner Community, and Pardot. The CUBE84 team was always on time for meetings, well prepared, and focused. They helped us get our project complete, on time and within budget. We had a very smooth implementation and they provided us with a lot of training.

TERRI BENNETT
Client Success Lead at Moodle

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