The Customer
The customer is a prominent real estate firm headquartered in the US. With over 500 employees, they’re known for leading innovation in property development and management, setting new standards for excellence in the industry.
The Challenge
The customer relied on an almost manual process to collect data about accounts and opportunities in different territories. The manual process consumed a lot of time and made it extremely challenging to assign data and accounts to team members effectively. They wanted to implement Salesforce Territory Management for structuring their teams and manage territories based on account characteristics such as ZIP codes, industry clients, revenue, and custom metrics.
The Solution
- Conducted a thorough Salesforce audit to identify and resolve issues related to accounts, contacts, opportunities, cases, and leads.
- Implemented Salesforce Territory Management to establish a territory-based hierarchy with role-based data access.
- Refined regions and subregions within the territory hierarchy and assigned roles to agents in each area.
- Established custom account assignment rules ensuring agents access only relevant accounts.
- Provided role-based access controls to minimize distractions and optimize efficiency.
The Impact
- 47% increase in lead progression.
- 75% reduction in manual task time.
- 22% average revenue boost across territories.