Customer Success Story

Lifemark Group

The Challenge

  • Lifemark, purchased 45 PE seats, was initially very resistant, offering numerous objections to SFDC adoption sessions
  • Lifemark rated their SFDC comfort level as a 1 on a scale of 1-10
  • No sales stages setup in SFDC
  • Sales reps intimidated by SFDC and didn’t see it as a tool that they needed to use on a day-to-day basis
  • Data loaded was incomplete or entered improperly
  • Lifemark’s language and SFDC

The Breakthrough

  • Lifemark’s process and language enabled in SFDC
  • SFDC objects were linked with the correct action, stage and customized to their language
  • Management gained the ability to use SFDC to inspect activity and pipeline
  • Management is now able to monitor and coach sales team participation and performance
  • Lifemark is very enthusiastic about the capabilities of SFDC and has expressed interest in more seats and a potential upgrade to Enterprise.
“We weren’t really utilizing it . We’d thrown it out and done some informal training…There was very little adoption. There was a lot of confusion. Now, people are seeing it as useful tool rather than something that was just being forced on them.” –Chuck Hotchkiss, General Manager “Our team now realizes that…We will be inspecting these areas by putting the data online to see where we are, what we’re opening, where we are working. We’re feeding the information to be successful. It’s activity. It’s visual. We are looking and we are inspecting.” —Allen Hutty, Director of IT Metrics 30 days prior Pi”

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