As the business grew, it became increasingly difficult for McCrindle to keep track of their new leads and sales pipeline. In addition, when agreements were reached, there was nowhere to track the engagement because the process of determining who should be involved and deadlines had always been a manual one.
The McCrindle project involved:
- Configuration of Salesforce to manage their sales process and capture key segmentation data for their leads, contacts and accounts.
- Importing data from their various sources and systems into the new system.
- Training on how to achieve the greatest value from Salesforce.
Salesforce was utilised to track journeys from inbound lead via phone, email or website through to the sales opportunity. When a new contract is agreed, the opportunity transitions to an Engagement so that the project team can be mobilised and assigned key deliverables with deadlines.