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Case Study

Capitol Lighting: Managed Services

Case Study

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.

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engagement type

Managed Services
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product

Sales Cloud
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industry

Retail & Consumer Goods
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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
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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
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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
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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

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