PROBLEM
A national buying group for independent audiology practices was created to help audiologists maintain their independence, connect with like-minded professionals, and use the collective purchasing power of a larger group to negotiate discounted rates with manufacturers.
The organization struggled to use Salesforce to its full potential and needed a robust Sales Cloud solution. Its data was unstructured, and the team wasn’t taking advantage of the platform’s automation and reporting capabilities, using it mainly to capture general profiles. Because revenue-driving data wasn’t captured in Salesforce, users had to swivel-chair between two systems to get a complete view of their customers.
WHAT WE DID
Vectr Solutions revamped the organization’s sales operations, focusing on building a 360-degree view of customers from lead all the way through revenue realization.
Key Capabilities Included:
- Built a webform to push leads from the client’s website directly into Salesforce, and established a lead conversion process that automatically creates accounts and contacts when leads are converted
- Created a data model and designed an import process for sales data, enabling tracking of monthly sales and automating the tracking of active relationships between members and manufacturers
- Simplified membership status tracking through declarative automation that activates or deactivates members based on sales activity over the prior six months
- Incorporated visualization tools to analyze sales data over time, including monthly breakdowns by manufacturer and sales volume
OUTCOMES
A lean, clinician-led team went from using Salesforce as an online Rolodex to running its member business from it.
- One source of truth: No more switching between two systems to see the full customer picture.
- Hands-off lead capture: Website inquiries flow into Salesforce and convert to accounts and contacts automatically.
- Self-updating membership: Members are activated or deactivated based on six months of sales activity.
- Clear manufacturer visibility: Reports show wallet share and monthly sales by manufacturer.
- Built for independence: Super users manage fields, reports, templates, and campaigns on their own.
