Customer Success Story

Craft Brewers Association (CBA)

The Challenge

  • Craft Brewers Association (CBA) purchased 75 EE seats but was nominally using them
  • Relied primarily on spreadsheets for information
  • Opportunity object was disabled and dashboards not accurate
  • Lack of comfort with the tool and no SFDC process established
  • No tracking for pipeline, account inspection, or any Opportunity related activities
  • Management and teams frustrated with adoption
  • Forecasting done by the corporate office and passed down to the region by the regional sales managers

The Breakthrough

  • Opportunity object enabled and SFDC customized. CBA sales now able to use Opportunities to create and track pipeline
  • CBA sales process was enabled in SFDC
  • Sales makers can now go from Opportunity to Wholesaler Task leveraging SFDC Mobile
  • CBA now leveraging SFDC for greater sales visibility
  • Accurate Dashboards provide improved tracking and pipeline discussion
  • Reps indicated that the repetition of the session’s Power Tips
“I personally thought this was very useful over the last four weeks. My team, as you can see from the work they've done in opportunities, has advanced to a very comfortable level. I was really pleased by having it done this way.” —Derek Hahm, NW Regional Sales Director “Moving in the right direction. Much happier today than where they were a month ago.” --Scott Urbatsch, Director of IT “Found it very beneficial and I'm glad we're going down the route of Opportunities.” --Fred Stewart, Key Accounts Manager Metrics 30 days prior Pilot impact % Increase Created Tasks 2299 3088 34% Completed Tasks ”

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