The challenge
A growing food company specializing in premium desserts was struggling with disorganized sales operations. Despite gaining traction with national retailers and distributors, their internal systems hadn’t caught up with their rapid growth.
- Disjointed sales process: Opportunities were being tracked across spreadsheets, email threads, and personal calendars, creating bottlenecks and inconsistencies. As their sales team scaled, this lack of structure became a major roadblock.
- Limited visibility: With data scattered across multiple tools, leadership had no clear view of deal performance, lost opportunities, or promotional effectiveness—insights critical for proving ROI to their partners.
- Manual workflows: Lead nurturing, follow-ups, and meeting scheduling were entirely manual. As demand grew, the team spent more time on admin work than actually selling.
They needed a scalable system—something that could unify their data, provide reporting clarity, and automate repetitive tasks so their team could focus on growth.
The solution
Our approach was hands-on and collaborative, designed to equip their team with not just a new system, but the confidence to use it effectively.
- A customized sales pipeline: We built a deal pipeline that mirrored their real-world sales process, including stages like “Discovery Call” and “Work Order Signed.” This gave their team a clear roadmap for managing opportunities.
- Data-first strategy: To improve visibility, we introduced standardized fields such as “Close Lost Reason” and built dashboards tailored to their leadership team. Now, they could track trends, spot bottlenecks, and forecast with confidence.
- Automation that saves time: Through sequences, meeting links, and automated deal creation, we helped the team replace manual follow-ups and scheduling with efficient workflows. Playbooks ensured consistency across reps, while integrated Quotes streamlined proposals.
- Training and adoption: Beyond building the system, we trained their team to own it. Every rep walked away knowing how to navigate the tools, generate reports, and confidently manage their deals.
The results
The impact was immediate and transformative:
- Centralized system: No more chasing down spreadsheets—every opportunity, conversation, and promotion lived in one place.
- Efficiency gains: Automated follow-ups, scheduling, and deal creation freed up hours each week, letting the team focus on closing deals instead of chasing admin work.
- Reporting clarity: For the first time, leadership could see why deals were lost, track sales rep performance, and measure the success of promotions—critical insights for scaling their retail partnerships.
- Future-ready foundation: By the end of onboarding, the client not only had a functional CRM but also a roadmap for growth. They were introduced to advanced features like Playbooks and Quotes, setting the stage for long-term success.
Why it matters
This project highlights how the right onboarding approach—hands-on, tailored, and rooted in real business needs—can transform a company’s operations. What began as a patchwork of spreadsheets became a centralized sales hub built for scale.
For a business balancing rapid growth, complex retail relationships, and high standards of product quality, this shift wasn’t just about technology. It was about giving their team the clarity, confidence, and systems they needed to keep growing without losing momentum.