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Sales Cloud

Client Info

Industry : Staffing
Location : Toronto, ON, Canada
Segment : SMB

Objective

  • Build a staffing industry CRM solution to use for sales with integration to its existing ATS (application tracking system) to faciliate collaboration between account managers and recruiters.

Key Challenges

  • Limited reporting and dashboard capabilities with existing ATS for sales and leadership
  • Manual time consuming processes affecting sales and recruiter productivity
  • Difficulties with forecasting and pipeline management using current ATS for sales and leadership

Solution / Outcome

  • Built a fully customized staffing CRM solution for sales and leadership on Sales Cloud
  • Integrated with existing ATS using low cost middleware to automate workflows and job order creation
  • Leveraged advanced reporting capabilities and built fully customized reports for sales and leadership to help track sales and recruiter activities, conversion ratios, candidate placements and overall business specific KPIs to drive business outcomes.
  • Improved sales productivity leveraging automated activity capturing tool integrated with MS Outlook.
  • Trained dedicated in-house champion to help drive adoption
Sales Cloud

Client Info

Industry : Professional Services
Location : Toronto, ON, Canada
Segment : SMB

Objective

  • Implement CRM to help track sales activities and performance
  • Future proof the business and implement security features to prevent potential data theft from employees exting the business
  • Automate system outbound emails for new customer onboarding based on closed-won records to client billing contacts

Key Challenges

  • Identifying regional versus national accounts and its key related contacts
  • Ensuring all inbox activities between reps and contacts were captured in CRM
  • Limiting visibility to CEO inbox activities while maintaining their calendar availability details visible to all in CRM
  • Restricting different levels of access to accounts, opportunities and contacts for sales

Solution / Outcome

  • Implemented a fully customized CRM solution using account hierarchies to help client identify national vs regional accounts and their associated key contacts
  • Integrated MS Outlook using Einstein Activity Capture to automate email and meeting activities captured to CRM and enabled activity timeline to display all emails, insights and meeting details with related accounts and associated opportunities
  • Built custom record triggered flows to automate outbound emails to billing customer contact for new closed-won opportunities; built custom email templates with client branding and logo included to ensure consistent onboarding experiences
  • Customized reports and dashboards for sales and executives to track key performance metrics and enable data driven decisions
  • Configured Einstein Activity Setup for CEO user to restrict non-executive users from viewing their inbox activities and detailed meeting records
  • Secured accounts, contacts, and opportunity data by implementing "the rule of least privilege" to restrict access and visibility to only records reps own across accounts, contacts and opportunities
  • Established adoption reports and dashboards to help drive system usage and ROI
Sales Cloud

Client Info

Industry : Professional Services
Location : Mississauga, ON, Canada
Segment : SMB

Objective

  • Improve existing org health and expand CRM capabilities to project management/ service delivery teams.

Key Challenges

  • Existing client org with limited documentation available on prior implementation and customizations built into their CRM
  • Improving MQL processes and overall lead quality
  • Needed to re-configure existing fields, relationships and complex flows to enable automation for new opportunities and forecast records creation with proper currency conversions
  • Wanted to introduce further automations for sales to drive sales productivity and effiency

Solution / Outcome

  • Performed full org health assessment to diagnose existing issues and technical break-fix requirements
  • Resolved issues with existing flows to enable automations for opportunities and forecast records creation,
  • Introduced further automations for sales and boosted sales efficiency through implementing new assignment rules and approval processes, updates to opportunity stages, paths and required fields to capture key opportunity data to help drive sales cycles
  • Improved lead quality through implementing re-captcha and personal email restrictions to improve MQL processes and sales productivity
people working in front of computers
Sales Cloud

Client Info

Industry : Software (SAAS)
Location : Toronto ON, Canada
Segment : SMB

Objective

  • The client's goals were to reduce IT security risks, improve sales productivity and improve overall user experience in Sales Cloud. The objective was to future proof their business by implementing a new setup following industry and Salesforce best practices that would allow their teams to scale and grow on Salesforce.

Key Challenges

  • Best practices were not considered during initial self implementation and user access provisioning
  • Low org maintenance and improper configurations overtime resulted in high technical debt and data quality degradation
  • Some internal users migrated to Lightning experience while others continued using Classic leading to inconsistent user experiences

Solution / Outcome

  • Significantly improved org health and security by enabling MFA and re-configuring org-wide defaults, visibility and sharing rules, user access and CRED permissions
  • Improved UI and implemented custom record types/fields to standardize data capture and improve overall data quality for reporting and analytics
  • Configured duplicate management and fuzzy matching to reduce duplicate leads
  • Synced calendars, events and enabled email capture by re-configuring Einstein Activity Capture settings and user permissions
  • Established validation rules at every sales stage to ensure key lead and contact information was being captured throughout the sales process
  • Migrated all users to Lightning experience and conducted user training on best practices

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