CRM Audit · Implementation · Migration
Salesforce built for revenue, not just compliance.
Salesforce is the world's most powerful CRM, and the most expensive to get wrong. Most Salesforce implementations are driven by IT, optimised for audit trails and data governance, and resisted by the sales team that is supposed to use it daily. We build Salesforce from the revenue backwards: pipeline clarity, deal velocity, and forecast accuracy first. Everything else follows.
The Salesforce failure modes we fix.
Salesforce implementations fail in specific, predictable ways. Here is what we audit for on every engagement.
The sales team treats Salesforce as a reporting burden, not a selling tool.
Reps update opportunities because management demands it, not because Salesforce helps them sell. The result is stale data, sandbagged forecasts, and a weekly call where the manager corrects every number the CRM shows. Salesforce should reduce the friction of selling, not add to it.
The object model was designed by IT, not by sales.
Custom objects created for reporting purposes clutter the rep interface. Required fields that make sense for compliance make no sense for a rep in the middle of a call. Page layouts show 60 fields when the rep needs 8. The CRM is configured for the admin, not the user.
Opportunity stages do not reflect the real sales process.
The default Salesforce stages, Prospecting, Qualification, Needs Analysis, Value Proposition, Id. Decision Makers, Perception Analysis, Proposal/Price Quote, Negotiation/Review, Closed Won, Closed Lost, are a framework from 1999. Your sales process is different. When stages do not match reality, the forecast is meaningless.
Automation is built on Process Builder that nobody maintains.
Older Salesforce orgs accumulate Process Builder flows, Workflow Rules, and Triggers that nobody documented. Something changes, something breaks, nobody knows which automation caused it. The technical debt compounds until the org is too fragile to modify.
Reports are built by whoever needed a number last.
The report folder has 340 reports with names like "Test", "Old Pipeline Q3 2022", and "Use This One". Nobody knows which is current. The weekly pipeline report is built manually in Excel from a Salesforce export because the existing reports are too unreliable.
The implementation does not match the current business.
The Salesforce org was implemented when the company had 3 products and 2 salespeople. The company now has 12 products, a channel partner programme, and separate inside and enterprise sales teams. The original implementation is being stretched to cover use cases it was not designed for.
How we implement Salesforce for revenue teams.
We start with your sales motion and build a Salesforce org that makes your team faster, not just your reports more defensible.
Discovery & org design
- Sales process workshop, every stage, decision criteria, and close signal documented
- Opportunity stage mapping, stages designed to reflect your actual deal journey
- Object model design, standard and custom objects required for your business model
- Field audit, required fields per stage and per role identified (removing all redundant fields)
- Integration inventory, every system connecting to Salesforce listed with connection method
- Automation design, all workflow requirements documented in plain language before any code
- Reporting requirements, every dashboard and report the business needs, defined before build
Build
- Org configuration, profiles, permission sets, role hierarchy, and sharing rules
- Opportunity configuration, stages, fields, page layouts, and path guidance per stage
- Account and Contact setup, hierarchies, relationship types, and field sets
- Flow automation, all automations built in Flow (not Process Builder), documented, and version-controlled
- CPQ (if in scope), product catalogue, pricing rules, discount approval, and quote generation
- Einstein forecasting, opportunity splits, forecast categories, and manager override configured
- Integration builds, ERP, marketing automation, telephony, and WhatsApp connections
Data migration
- Source data audit, quality and completeness assessed before mapping
- Data mapping document, every source field mapped to Salesforce field with transformation rules
- Phased migration, Accounts first, then Contacts, then Opportunities, then History
- External ID strategy, data loaded with unique identifiers to prevent duplicates
- Validation and reconciliation, record counts and key fields validated post-load
- Data quality rules, duplicate rules and validation rules applied to prevent future issues
Reports, training & go-live
- Dashboard build, executive pipeline, rep activity, forecast, and source attribution dashboards
- Report folder structure, clean, role-based report organisation
- UAT, user acceptance testing with real reps before go-live
- Training by role, 2-hour sessions for reps, managers, and admins separately
- Go-live cutover, migration finalised, old system archived
- 45-day hypercare support, daily availability during the first six weeks of live operation
What is in scope for a Salesforce engagement.
Sales Cloud Setup
- Opportunity stage design
- Page layouts per profile
- Path guidance per stage
- Products and price books
- Einstein forecasting
- Territory management
Automation (Flow)
- Lead assignment flows
- Stage trigger automation
- Approval processes
- Escalation rules
- Email alert templates
- Record-triggered updates
Integrations
- Marketing Cloud / Pardot
- ERP (SAP, Tally, Zoho Books)
- Telephony (Exotel, Knowlarity)
- WhatsApp Business API
- Google / Microsoft 365
- LinkedIn Sales Navigator
Reporting
- Executive pipeline dashboard
- Rep performance dashboard
- Forecast accuracy report
- Stage velocity analysis
- Win/loss attribution report
- Custom report types
Why work with us.
Revenue-first, not IT-first.
We build Salesforce for the sales team that uses it daily, not for the admin who reports from it quarterly. The rep experience is the design constraint, not the object model.
Flow-only automation.
We build every automation in Salesforce Flow, Salesforce's current-generation tool, and never use deprecated Process Builder or Workflow Rules. The result is maintainable, documented automation that any future admin can understand.
Migration with reconciliation.
Every data migration is validated before sign-off. We will not declare a migration complete until record counts, key field values, and associations match the source system exactly.
This is right for you if:
- Enterprise and mid-market companies with 20–500 salespeople that need Salesforce's full capability
- Companies with complex deal structures, CPQ, approvals, multi-region, partner channels
- Businesses migrating to Salesforce from a legacy CRM (Siebel, MS Dynamics, HubSpot)
- Organisations with existing Salesforce orgs that have accumulated technical debt
- Companies where the CFO and CRO need to align on a single forecast number
Not the right fit if:
- Small businesses that do not need enterprise-grade complexity, Zoho CRM or HubSpot will serve you better at a fraction of the cost
- Teams looking for the lowest-cost Salesforce implementation, a Salesforce implementation done correctly is a significant investment
Frequently asked questions.
How much does a Salesforce implementation cost?
A full Sales Cloud implementation, discovery, build, data migration, integrations, training, and 45-day support, is a six-figure rupee project for most mid-market companies. The exact cost depends on the number of users, integration complexity, data volume, and whether CPQ is in scope. We provide a fixed-price proposal after a discovery call. We do not do time-and-materials implementations.
We have an existing Salesforce org that is not working well. Can you fix it without starting over?
Yes. Most Salesforce restructure engagements do not require a fresh org, they require a systematic audit, technical debt removal, re-alignment of the configuration to the current business, and retraining. We will assess your org and recommend the right approach (restructure vs. fresh build) after the audit.
What is the difference between Sales Cloud and other Salesforce clouds?
Sales Cloud is the core CRM, opportunity management, contact management, forecasting, and sales automation. Service Cloud adds case management and customer support. Marketing Cloud / Account Engagement (formerly Pardot) adds B2B marketing automation. Most B2B sales implementations start with Sales Cloud. We implement all three and can advise on which you need.
Do you do Salesforce CPQ implementations?
Yes. CPQ (Configure, Price, Quote) is in scope for engagements where the sales team produces complex quotes, multiple products, tiered pricing, approval workflows, and PDF quote generation. CPQ adds approximately 3–4 weeks to the implementation timeline and requires a separate product catalogue workshop.
Our sales team hates Salesforce and refuses to update it. What do we do?
This is the most common Salesforce engagement we take on. Low adoption is almost always a configuration problem, not a people problem. When the CRM shows 60 fields and the rep only needs 8, they stop updating it. When Salesforce does not reflect the actual sales process, reps see it as reporting overhead rather than a tool that helps them sell. We rebuild the rep experience first.
Ready to make Salesforce work for your sales team, not against it?
Book a discovery call. We will review your current org or your requirements and give you an honest assessment of what it will take to get to a CRM your team trusts.
Book a call