Effortless Sales Tracking

With a sales process that was documented through email and a mix of spreadsheets, Xelerate needed to manage and track their sales more efficiently. Within 8 weeks, Salesforce, the world’s #1 CRM system, was configured to suite as a primary system for Xelerate’s internal processes.

Preparing for growth with a process-based approach to sales.

Xelerate helps companies find talent through data-driven recruitment solutions. Their approach to hiring starts with learning the in’s and out’s of their clients business. This hands-on sales process ensures that they find applicants who meet predefined benchmarks.

With a 97% client retention rate, Xelerate’s recruitment process, metrics, and reporting were already mature. The data they collected on each recruitment cycle offers customers the numbers of applicants, where they fell off, and why. Plus, this information helps Xelerate refine their approach to recruiting over time, adjusting to trends in data.

When Xelerate was ready to grow their sales team, they needed their sales process to provide data-driven insights, just like their recruiting process. Xelerate’s challenge was transitioning their spreadsheet-based process to a platform that simplifies management, automates processes, and easily reports on data.

Developing a mature and repeatable sales process on the Salesforce platform.

Before implementing Salesforce, Xelerate used a series of spreadsheets and emails in individual inboxes to manage their sales. This method initially worked for Xelerate’s executive leadership when they managed it. However, with the recruiting company’s sales team expanding, they needed a streamlined process to turn leads into clients.

Transforming Xelerate’s sales process started with a discovery phase. Brio’s consultants worked closely with the team to review their sales process and related documents. While reviewing, they made small tweaks to improve workflow and build in automation.

After discovery conversations and exercises, Brio built a Salesforce instance to automatically create and qualify leads from inbound emails. This helped to split work between sales representatives and project managers. It also provided in-platform communication to give a 360 degree view of all activities associated with a lead or client.

A CRM for sales — and so much more.

With all of their data in Salesforce, Xelerate traded their spreadsheets for lead and client communication via the Salesforce platform. This centralized location for sales management allows leadership to view and report on progress at any time without extra work.

Armed with a deep understanding of operations, Brio explored integrations to reduce complexity and increase efficiency when working with clients. We implemented apps and custom objects for Xelerate to manage other processes via the Salesforce platform:

  • Event Scheduling: Created processes to track hours and send invoices as specific milestones approach.
  • Task Tracking: Developed automated processes to create and assign tasks to team members based on process stages.
  • Email Automation: Implemented Cirrus Insight to streamline email processing, and implemented apps for Outlook and web browsers to standardize and simplify entering and updating Salesforce data.
  • Contact Management: Deployed an app to capture business card images and import the information directly into the Salesforce CRM.

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