Pipeline Growth Through Salesforce Adoption: $153M Increase

At a glance

A global manufacturing firm realized its investment in Salesforce CRM was not delivering a favorable ROI. Its 500+ sales reps were on the platform, but usage was sporadic — deal information was incomplete, entered at the last minute, or never entered at all. Leadership decided to focus on adoption of this strategic tool, and True Blue built the reporting and accountability system that made it happen.

Challenges

• Treasure huntingSales reps constantly reported it was hard to find information and stay up to date on their accounts.
• Lack of visibilitySales, production, and service managers lacked the pipeline visibility to properly forecast future needs — 96% of deals were created less than 30 days before a quote.
• Lost in spaceDeals were not pursued due to time constraints and workload, and revenue was lost — $36M worth of deals sat stuck in the pipeline with no activity for 180 days.

Solution

True Blue implemented an adoption and accountability system on top of Salesforce:

• True Blue's proprietary reporting and sales scoring system
• 12 KPIs identified and tracked weekly, providing visibility from top to bottom
• Detected issues linked directly to the Salesforce opportunity, one click away — no more treasure hunting

Benefits

1. Pipeline transformedReps entering deals earlier and completely produced a $153M increase in visible pipeline.
2. Bigger dealsWith better data and coaching, average deal size grew 22%.
3. Forecasting restoredLast-minute quotes dropped 76%, giving production and service the runway to plan.
4. CRM ROI recoveredA platform that was failing to pay for itself became the operating system of the sales organization.