PROBLEM
A national trucking and logistics company with more than $1 billion in revenue has grown over several decades through acquisitions and partnerships into a multi-company transportation leader. In 2024, leadership set a vision to expand market share and grow revenue across its operating companies.
The company had used Salesforce for years, but the org had grown piece by piece. Its existing sales engagement campaigns weren’t delivering results, reps were spending too much time logging activity by hand, and emails between Outlook and Salesforce weren’t reliably captured. Leadership wanted to know how newer Salesforce capabilities could help its sales teams grow revenue.
WHAT WE DID
Vectr Solutions started with a visioning workshop with the company’s leadership. We mapped their growth goals and measures of success, walked through what was possible on the platform, and charted the current customer and employee experience. From there, we delivered a roadmap of recommendations and then implemented Salesforce Sales Engagement.
Key Capabilities Included:
- Rebuilt sales cadences that automatically send targeted emails, schedule follow-up calls, and track the outcome of each touch
- A work queue so reps always know their next action
- Native Salesforce forms built into cadences (recommended over third-party tools like JotForm), so every response is captured in Salesforce
- Einstein Activity Capture to sync reps’ Outlook email and calendar with Salesforce automatically
- Dashboards tracking calls and emails by rep for visibility and accountability
OUTCOMES
- A roadmap tied to leadership’s growth goals, so Salesforce investment went where it mattered most
- Sales engagement that works: every prospect gets timely, consistent follow-up without reps tracking it manually
- More time selling, less time logging, since email and calendar activity syncs automatically
- Managers see call and email activity by rep at a glance, making coaching and accountability easier
