Case Study
Refine and analyze 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