Capitol Lighting’s 1800Lighting.com is an e-commerce company that sells light fixtures, ceiling fans and more.
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.
- 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 CUBE84 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.
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.
As a typical SMB attempting to launch Salesforce, with limited resources, the role of the implementation partner was critical. Cube84 was a strategic partner, process consultant and implementation expert. Conscious of my budget and resources, the Cube84 team worked through data integration, process design, documentation and finally user training. Overall, very happy with them and their approach to my initiative.
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