Business phase
A capital firm sales org was running pipeline reviews on Salesforce, but leadership couldn't fully trust what the reviews showed.
The bottleneck
Leadership was stuck reading pipeline reviews built on activity data that didn't match reality, with no reliable way to tell which calls and activities were accurate.
The operating drag
Mislogged call types and stale activities made pipeline reviews unreliable, so the activity data underneath leadership's reporting couldn't be trusted.
What we saw
The activity data was the root problem: calls were being logged under the wrong types and activities were going stale, which is what made the reviews unreliable. Fix the data and the reporting becomes trustworthy.
What we built
We built Apex automation to correct mislogged calls and added weekly hygiene reports covering leads, follow-up, and deal movement.
Handoff
Handoff included the weekly hygiene reporting so the sales org and leadership could keep an eye on activity quality on an ongoing cadence.
The win
With mislogged calls corrected automatically and weekly hygiene reporting in place, the sales org worked from cleaner activity data and leadership had pipeline reviews they could trust.
What came next
The weekly hygiene reporting gave the org an ongoing way to catch activity drift before it undermined the next round of pipeline reviews.