Case Study: Robert Weed Corporation’s Search for a Complete Sales Solution
The Robert Weed Corporation provides plywood and composite material services for a variety of industries.
Steve McQueen, VP of Sales
We recently spoke with Steve McQueen, Spiro Superuser and VP of Sales at Robert Weed Corporation, about their search for a sales solution and how they are using Spiro. Here is why they chose Spiro, and how it has made a difference in their sales process.
Our Customer’s Pain Points
Prior to adopting Spiro, the Robert Weed Corporation had no existing sales platform. When Steve arrived at the company 9 months ago, he had very little visibility into the sales pipeline and customer interactions. And, they were doing no forecasting at the time, and instead were basically just shooting in the dark.
The Implementation Process
According to Steve, the company went “from zero to Spiro in less than a week!” While this might sound crazy for a company of 350-plus employees, Steve credits Spiro’s customer success team for its assistance with onboarding his team and the platform’s general ease of use.
Plus, with a dedicated Customer Success Manager, Spiro is ready to help out post-implementation. Steve even watches our Customer Success-run webinars to maximize his use of Spiro and learn about new features on the platform.
Steve has used Spiro at two previous companies prior to joining Robert Weed Corporation. So, he already knew that Spiro’s proactive relationship management platform would be a great fit. Spiro was a “no brainer” due to its ease of use, intelligent reporting, and overall value for its price. Steve has past experience with Oracle, SAP, and Salesforce, and knows they require lengthy and costly implementations, are difficult to use in mobile format, and have a “use it or lose it” functionality with low adoption rates. With Spiro, Steve and his team have seen:
1. Increased Visibility
Spiro allows Robert Weed Corporation to see all of their KPIs easily, and see if they are meeting their goals. Additionally, managers are able to see exactly how their reps are doing, and identify areas that could use improvement to provide additional guidance.
2. Ease of Use
According to Steve, Spiro was the only “sales focused” sales solution that he could find. Since using Spiro, he hasn’t heard any complaints about entering data, even on Spiro’s mobile app (which hasn’t been true with other tools he has used in the past). Spiro automatically captures every call, text and email for his sales reps.
3. Intelligent Forecasting
Since Spiro collects data automatically, his team gathers up to 8x more data than traditional CRM tools, ensuring their forecasts and reports are as accurate as possible. Managers are able to set better targets, and make more money as a result.
Sales reps and management at Robert Weed Corporation no longer need to pass spreadsheets along to one another by email, creating a major improvement in efficiency and accuracy of information.
Individual reps gained efficiency because Spiro does a lot of the tedious work for them by automatically entering data, and gives them next-step recommendations to progress deals in their pipeline. According to Steve, Spiro let reps “manage their block of business, like a business” by giving them greater visibility into contacts, their calendar, and seamlessly reaching out to them using Spiro Voice.
Visibility was helpful for management and operations teams in terms of new opportunities and the overall sales pipeline. While they had no forecasting accuracy measurements before, they now have an accurate baseline forecast thanks to gained data on sales cycles, close ratios, and other important sales metrics.
Most importantly, Robert Weed Corporation saw a 10% lift in sales during its first 6 months using Spiro, in a market that had been down 20-30 points. Steve attributes this to visibility and the ability to act on the right things, at the right time. Also, there was no longer a “black hole” of information, where employees had no idea what was happening in sales. Now they can report on the number and types of activities by reps, and better oversee their pipeline.