Upon completing a restructuring of the company’s sales process, Welty found its outdated CRM configuration inadequate to support its go-forward initiatives. The existing system functioned as little more than a contact rolodex, lacking the functionality to support its newer, more robust business processes.
This would require not only a new CRM solution, but a cleanup of their existing data. Containing a large number of data points, the information contained within their database was at times disjointed, incomplete and/or stale. The wealth of data required for construction projects also served as a barrier to consistent sales utilization, with staff dissatisfied by the tedious data entry requirements.
Welty turned to long-time partner TrellisPoint to develop a streamlined solution, with a strong focus on sales usability.
“It was a complete overhaul systematically from top to bottom, from upper management to our sales personnel,” says Tammi Nagucki, marketing communications manager for Welty, of the internal change. “We needed to translate that process to our CRM process.”
Working with Welty’s sales leadership and marketing teams throughout a number of discovery sessions, TrellisPoint defined each stage of the company’s updated sales process to uncover existing limitations and opportunities for improvement. The team then proposed and implemented a new CRM solution that focused on: