TecEx Eliminates 40 Work Weeks of Wasted Rep Effort with Playbooks™

The Background

TecEx is the global leader in importing technology equipment. They offer Importer of Record and customs compliance services that give clients a hassle-free, cost-effective pathway to navigate cross-border transactions.

They have 70 BDR’s globally responsible for engaging new prospects and building qualified pipelines.

The Problem

BDRs used to waste valuable selling time on manual administrative tasks and in working outside the CRM. System and process limitations created behaviors that corrupted CRM data integrity and made it difficult for leaders to measure performance.

The Objective

Improve prospecting performance and sales effectiveness by maturing from unmeasurable, random acts of selling to a guided and structured machine with better consistency and insights.

The Solution

They kicked off a change management initiative to establish a foundation for scaling the business.

In planning, they did the heavy lifting of building over 100 sales workflows, or Plays, each with a variety of rules for automating tasks, triggering actions and capturing data.

They rolled out Playbooks regionally across all 70 BDRs over an aggressive 2 month period, with both Operations and Sales leadership sponsoring the project, and adopted a managed reporting package in Salesforce fed by Playbooks.