From Frustration to Focus: How WPCRM Empowers Electrical Equipment Company’s Executive and Sales Team 

Electrical Equipment Company (EECO) faced a challenging CRM experience before partnering with WebPresented. They needed a CRM that could finally bring clarity to their operations, empower their sales reps, and fit the unique demands of the electrical distribution industry. 

Lack of sales data visibility: Executives and sales reps found it difficult to gain a clear view of their sales funnel. Their previous CRM was cumbersome and took too long to retrieve the data they needed.
 

Improve the sales rep experience:  EECO needed a user-friendly CRM that would not only streamline administrative tasks but also provide actionable insights to enhance sales. They wanted a tool that helped sales reps act, rather than a tool for management oversight. 

Distribution Specific: Lastly, their next CRM needed to support distribution-specific needs. A software that was configured for the distribution model, capable of managing both complex scenarios like multi-bid opportunities and simpler transactions. 

Since implementing WPCRM, EECO has successfully overcome these challenges. 

Executive Insights & Efficiency Gains
Dennis, Vice President of Sales, at EECO, has noted significant time savings with when using the Executive Dashboard. “For an executive like me and our frontline managers, we can look at the dashboard and quickly assess the state of the business. If we see revenue is off, we can scroll down and see what the funnel looks like for the next 30, 60, and 90 days. Then you can see the gap and talk to that gap,” he shared.

Sales reps and account managers leverage Mission Central, WPCRM’s highly configurable dashboard that is personalized to each individual user. Upon logging in, they can see reports on their accounts and opportunities without having to go digging for it. 

Customized Tools for Sales Reps
WPCRM’s configurable opportunity pipeline provides each rep with a personalized view of their sales funnel, making it easier to predict sales, while uncovering gaps they need to address. Industry-specific features like multi-bid management, built directly into WPCRM, allow reps to handle large, complex projects efficiently. As Dennis explained, “We have very large, multi-million-dollar project opportunities, and some are very transactional. Each must be managed differently. The tool [WPCRM] allows us to manage opportunities with those different variables without complicating configuration or usability for reps.” 

Enhanced Sales Efficiency & Guidance
WPCRM has streamlined time-consuming administrative tasks for sales reps and provided valuable tips that help improve sales. Recalling their previous experience, Dennis said, “If an opportunity was changing state, we had to get into the opportunity, update it, and do a bunch of manual things. Now, we can just drag the opportunity to the next stage and provide some notes. It’s really simple.” 

WPCRM’s visual opportunity funnel also gives reps an instant overview of their performance, with color-coded indicators to highlight areas for improvement. “If it’s red, it’s bad; if it’s grey, you’re doing great. It’s quick for me to have that conversation around where they were struggling. In the past, I couldn’t do that. WPCRM is so much easier,” Dennis added. 

Tailored for Distribution
Dennis emphasizes how WPCRM’s industry focus sets it apart from other CRMs. “These guys really know the distribution model,” he said. Working with an industry-agnostic CRM, he predicts, would require six months to explain the distribution model. In contrast, Dennis said, “WPCRM is really geared towards account management, account growth, acquisition, and prospecting for similar accounts.”