A Salesforce rollout the sales team actually uses
- Client
- JG King Homes
- Industry
- Property
- Solutions
- Marketing Technology
- Region
- Australia
Adoption rate across the sales team
100%
Growth in sales opportunities
28%
The challenge
A CRM only works if the sales team lives in it. The rollout had to align with how JG King’s customers actually buy, meet the reporting needs of executives and sales managers, and make daily use easier than the old habits it replaced, or adoption would fail a second time.
Our solution
We started with the customer: workshops mapping the current and future state of the journey, a data dictionary defining every field and stage, and intent markers identifying where each prospect sits in their sales journey. Executives and sales managers validated functionality through demos before anything shipped.
Adoption was engineered, not hoped for: focused training workshops for managers and consultants, how-to videos to streamline onboarding, a native tool letting consultants generate house-and-land marketing materials from Salesforce data, and a custom home-design object with Box file storage feeding a daily export that updates products and pricing across the website, realestate.com.au and domain.com.au.
The results
100% adoption across the sales team and 28% growth in sales opportunities, with pipeline, products and reporting finally living in one system the whole business trusts.
What our clients say
2-years ago, we decided to migrate our CRM to Salesforce with the help of The Garden. Since implementing Salesforce, our sales team are more engaged with our customers and more effective at managing their pipeline. Salesforce has given us greater transparency on KPIs that drive key decisions within the business every day.
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