Pracedo worked to build new sales processes inside of Salesforce by setting up validation rules, which restricted sales reps ability to move on until all relevant data had been collected, this improved data quality from the start. The ability to attribute sales to a specific team enables managers to create targeted KPI’s. Robust reporting on new processes will give O&CC the ability to compare forecast against performance to continue improving.
O&CC wanted to step away from tracking their sales processes using traditional paper methods as this was producing poor data quality and not providing the insight required to improve their service. They hoped that by improving data capture and quality the Sales team could focus on building relationships with their customers and driving sales.
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