Redesigned and optimised the Salesforce sales and pre-sales lifecycle to improve efficiency, scalability, and governance as the organisation expanded, streamlining opportunity pipeline movement while maintaining strong data hygiene.
Redesigned and optimised the Salesforce sales and pre-sales lifecycle to improve efficiency, scalability, and governance as the organisation expanded. The objective was to streamline how opportunities move through the pipeline while maintaining strong data hygiene and clarity of ownership. This included refining opportunity stages, automations, territory management, and reporting structures, alongside introducing a custom pre-sales framework to formalise solution documentation and approvals. The result was a smoother collaboration model between sales and pre-sales teams, reducing friction while preserving operational control.
Optimising opportunity stages, validation rules, notifications, and automations to streamline the sales workflow.
Implementing account and opportunity territory management to support regional scaling.
Building declarative rollup summaries and scalable reporting for sellers and leadership.
Designing a custom pre-sales object to manage solution documentation and approval processes.
Configuring opportunity teams to clarify roles and collaboration across stakeholders.
Partnering with sales and pre-sales teams to align system behaviour with real operational workflows.
Streamlined the sales and pre-sales pipeline to reduce friction and manual touchpoints.
Improved reporting accuracy and visibility for individuals and teams.
Enabled scalable territory management to support regional growth.
Maintained strong data hygiene through structured validation and automation.
Refining automations and workflows as sales operations evolve.
Enhancing reporting and governance to support continued scaling.
Delivered a fully optimised sales and pre-sales lifecycle framework.
Implemented scalable territory and reporting structures.
Established automated governance to balance efficiency with data integrity.
Created a custom pre-sales management framework to formalise approvals and documentation.