Cutting the admin out of a sales team's day
Sales teams rarely lose deals because people are not working hard enough. They lose them to the hours that disappear into re-keying data between systems, chasing approvals and rebuilding the same report every week.
// engagement
- Sector
- B2B sales organisation
- Services
- CRM integrationWorkflow automationReporting
- Headline result
- 30% increase in sales operations
// the challenge
What was in the way
Deal information lived in more than one system, so reps entered the same details twice and the two records disagreed.
Quote and approval steps moved by email, leaving no reliable record of who approved what or when.
Pipeline reporting was rebuilt by hand each week, so the numbers in a Monday meeting were already out of date.
// the approach
How we worked it
Before automating anything we map the real process from system logs rather than from how it is documented. The rework loops and waiting time are usually where the hours are, and they are rarely where people expect.
Duplicate entry disappears once there is a single record and everything else reads from it. That means integration work first, automation second — the reverse order tends to automate the mess.
Routing, reminders, approvals under a threshold and record creation are mechanical and safe to automate. The judgement calls stay with the people accountable for them.
Once the data model is consistent, pipeline reporting is generated rather than assembled, so the figures are current whenever anyone looks.
// results
What changed
// services used
The work behind it
// more work