Case Study

Pepco Energy Services

wind-turbines-energy

Build processes for managing the pipeline & get the metrics needed to identify how sales team is performing.

Business Need

Our sales management needed lead qualification metrics to determine how well their teams were doing at bringing in and responding to new leads, and if they were focusing on qualified leads. The sales team also needed to track their lead and opportunity pipelines to keep their deals progressing.

Solution

Seahorce customized our Salesforce.com Sales Cloud to provide a lead and opportunity pipeline management process. Analytics were built on top of that architecture to support management of sales team’s leads and opportunities from creation to disposition. The metrics captured at each step in the pipeline help determine qualification productivity, rate, and aging.

Key Benefit

Sales management can determine which sales reps are meeting their sales goals, and which need coaching for identifying profitable opportunities.