PrairieCoast Hits Sales Targets With Anvil Pro Sales Pipeline
5/28/2024The problem: How to track and manage quotes with scattered record-keeping practices?
PrairieCoast Equipment faced difficulties managing their sales pipeline due to decentralized documentation and inefficient practices of the sales team. The interior sales manager, Jason Nichol, oversaw nine salespeople, and his days were consumed by switching between different systems and constant phone calls to track the progress of quotes.
PrairieCoast needed a solution to keep all quotes in one place, while allowing sales reps to locate the quotes they had created, see where they stood in the sales funnel, and indicate next steps to their managers.
Additional clogs in the sales pipeline:
- No standardized quote-management process used by all sales reps.
- Customer history was lost when reps left or retired.
- Increased workload due to the need to track down quotes.
- Lack of confidence in volume and progress measurements.
“I didn’t know if a quote was provided to the customer, or if the rep had just generated a quote for reference. And there was no flow to let me know what stage the quote was at.”–Jason Nichol, Interior Sales Manager at PrairieCoast Equipment
The solution: Using Anvil Pro Sales Pipeline to centralize records and get a 360-degree view of the pipeline status
The inefficiencies in quote-tracking and follow-up led PrairieCoast to Anvil Pro and its Sales Pipeline solution, which allows sales managers and reps to track progress and bring more deals to settlement. The Sales Pipeline includes a Kanban board, allowing all reps to visualize the status of deals and instantly provide follow-up steps to management. Deploying the Sales Pipeline (each team member spending only around 10 minutes per day in the solution) allowed PrairieCoast to flip from a reactive to a more proactive management approach and created more time to spend on important tasks needed to scale operations.
Highlights of PrairieCoast’s pipeline overhaul with Anvil Pro:
- A visual Kanban dashboard: Allows the sales team to actually VISUALIZE their sales pipeline process.
- Real-time data & actionable reports: Additional items can be added to the Kanban board as needed, including “sold on order” data and other metrics.
- Improved time management: Sales reps spend a maximum of five minutes twice a day to review their pipeline to track quotes and provide notes and follow-up steps.
“All the time I used to spend researching and chasing answers to questions is now spent supporting my sales team and working toward closing deals.”
Read the case study below for details on how PrairieCoast Equipment optimized their pipeline process with Anvil Pro to achieve their sales targets.
