Our client is a dominant player in the US and Canadian markets, specializing in professional chef uniforms and hospitality apparel. They serve a wide range of organizations, including restaurants, international hotel chains, training colleges and professional chefs.

While most sales come from established sales channels, our client also receives leads from various external sources, typically through spreadsheets. Unfortunately, these lead data files vary in format and quality, which presents significant challenges in data management. With no control over the format or data quality, our client often received inconsistent and unreliable lead data.

Another complexity was that some leads represented individual locations, while others were for regional areas or multiple locations, making it difficult to properly classify and manage the leads. This lack of structure, coupled with the high risk of duplicate records and poor data quality, meant that the company was unable to fully capitalize on these leads and convert them into sales.

KeyNode Solutions developed a streamlined process to give the sales representatives full control over importing and managing lead records while ensuring high data quality.

Using Workato, along with custom SQL and Salesforce Flow automation, we designed a two-stage import process. In the first stage, new lead records were imported into a “staging” area where they could be classified as individual or multiple location records. During this stage, data quality checks and duplicate rules were applied automatically.

Once the sales reps reviewed and confirmed that the lead records were correctly classified and error-free, they could finalize the process, moving the records into the Salesforce lead pipeline for qualification and follow-up.

The two-stage import process provided several key advantages:

Full control for sales reps: Sales reps now have complete responsibility for managing their lead imports, with clear guidance through the data quality process.

Automated data quality: No longer did sales reps need to manually reformat or split up files to match rigid import formats. The process is now automated, with built-in data quality and de-duplication features.

Improved lead conversion: By ensuring that lead data is accurate, properly classified, and free of duplicates, our client can now better leverage their leads and improve conversion rates.

This process has empowered sales teams to work more efficiently and confidently with incoming lead data, driving better business outcomes.

• Salesforce Sales Cloud
• Workato
• Salesforce Flow

With this solution in place, our client has significantly improved the management and quality of incoming leads, ensuring they can fully capitalize on opportunities and enhance their sales process.

To learn more about how KeyNode Solutions can help you, please call us at 1-858-215-5371 or email hello@keynodesolutions.com today!