Solution

Vollardian acted as a strategic transformation partner, working directly with the Shippit team over an eight-month period. Their approach was multi-faceted and focused on both process optimisation and team enablement.

• Diagnosis: Vollardian began by performing a comprehensive audit of existing sales processes, CRM structure, and data. They identified key bottlenecks and areas for improvement, including a lack of standardised processes and incomplete customer data.

• Process Optimisation: Based on their findings, Vollardian developed and implemented streamlined sales and customer success processes. This included:

  • Creating a new Sales Guide Document.

  • Developing a Salesforce playbook and CRM governance.

  • Standardising data acquisition and lead management.

  • Implementing a robust data enrichment project, enriching over 40,000 data points.

• Team Enablement: Vollardian provided direct coaching and enablement for the sales team. They helped to build a performance-driven culture by standardising sales operations and providing clear guidance on how to use new tools and processes effectively.

• Technology Adoption: A key part of the solution was the full implementation and adoption of Salesforce. Vollardian ensured the CRM was seamlessly embedded into the team’s daily workflows, leading to its complete adoption.

  
  

Results

Vollardian's strategic partnership delivered significant, measurable results for Shippit:

• 200%+ Increase in Sales Productivity: By standardising and optimising sales operations, the team became significantly more efficient, more than doubling their productivity.

• 32% Increase in Team Engagement: The new, efficient processes and clear guidance led to a substantial improvement in the Sales Team's engagement survey score.

• 100% Salesforce Adoption: The entire team fully adopted the new CRM, enabling more effective tracking, management, and reporting of sales activities.

• 40,000+ CRM Data Points Enriched: The data audit and enrichment project created a clean, reliable database, providing a solid foundation for future sales and marketing efforts.

  
  

Testimonial

"The operational structure and processes Vollardian implemented were transformative, allowing our teams to work more efficiently and deliver a consistent customer experience during a period of rapid growth."

— Chief Revenue Officer, Shippit