Summary:

Built a structured framework in Salesforce to track and enhance sales rep engagement at each sales cycle stage. Increased pipeline visibility and rep accountability, while triggering targeted engagement actions.

Objective: 

• Standardize sales rep activity expectations across each Opportunity stage
• Automate reminders and next-best actions to maintain deal momentum
• Improve forecasting accuracy and sales cycle efficiency

Solution:

• Created custom fields and logic on Opportunity to track stage-specific activities
• Built flows and scheduled automation to trigger reminders, Chatter posts, or task creation based on inactivity or stage duration
• Integrated Campaign Influence and Activity Reporting for better engagement tracking
• Designed dashboards showing stage progression, stuck deals, and rep activity

Deliverables:

• Custom Opportunity automation to manage stage activity cadence
• Reporting on stalled opportunities and activity gaps
• Sales coaching playbook for each stage of the sales process
• Forecast dashboard enhanced with engagement insights

Outcomes:

• Shortened average sales cycle by 12% through timely rep follow-ups and nudges
• Increased opportunity progression rate by 18% through targeted engagement flows
• Improved rep accountability with real-time reporting on activity gaps
• Enabled leadership to coach reps more effectively using engagement trend dashboards