How Improved Tracking Abilities Enabled 'Southwest Exteriors' to Accurately Assess Performance and Increase Sales
With tools built to help monitor and measure sales opportunities, one of MarketSharp’s first customers was able to make better business decisions and improve their closing ratios.
While not every successful company follows the same path to prosperity, it’s safe to say they all have at least one thing in common: they know how to assess performance. And that doesn’t mean they just compile large amounts of data; it means they have a reliable way to measure key performance indicators (KPIs) that provide actionable insights, such as ROI, close rate, and average revenue per lead.
Like it or not, it’s near impossible to enhance the effectiveness of your operations if you don’t have these insights. In fact, being in the dark with these metrics ultimately drives poor decision making and undermines performance. Even the leading home remodeling companies, like Southwest Exteriors, have faced challenges with measuring lead and sales performance. If you’re in the same boat, you’d be interested to learn just how Southwest Exteriors dealt with this issue.
Measuring Performance Was an Uphill Climb
When it came to tracking as a whole, there was a time in which Southwest Exteriors was pretty much dead in the water. The team wanted to know where to attribute the revenue they were generating, but had trouble measuring what leads were coming in, where they were coming from, and how they performed. They also had limited visibility with their sales teams, making it difficult to pinpoint who their star players were and who wasn’t contributing to the business. At the end of the day, Southwest Exteriors realized that ignorance was certainly NOT bliss, so they decided to shake things up.
Leveraging Technology to Improve Decision Making
In the late nineties, Southwest Exteriors chose to embrace technology and leverage a CRM system – specifically MarketSharp’s industry-specific CRM system built for home improvement professionals. And boy, did they make the right decision. With MarketSharp on their side, Southwest Exteriors was able to use the platform’s powerful tracking and reporting features to effectively monitor and evaluate every interaction and opportunity. As a result, they collected actionable information that led them to make informed decisions for their business – decisions that would subsequently trigger an increase in the company’s sales.
The second thing that Southwest Exteriors felt contributed to their success was the new ability to properly assess each sales rep’s performance. With MarketSharp, they used reports to measure the KPIs they wanted in real-time, which put Southwest Exteriors in a position where they could manage their sales reps more efficiently.
“I would say that the increase in sales came from really two things . . . one: ensuring that the leads we were spending our dollars on are producing, and so being able to cut lead sources that aren’t performing well and add in lead sources that are higher performing.”
Marketing Director, Southwest Exteriors
A 20 Year Friendship
For the past two decades, Southwest Exteriors has leveraged MarketSharp to simplify daily lead tracking and accurately measure performance. But after being a MarketSharp customer for over 20 years, the team at Southwest Exteriors sees the platform as more than just a CRM system.
As MarketSharp’s 91st customer, Southwest Exteriors has been along for the ride as MarketSharp has grown to be the leading CRM platform for contractors, remodelers and home improvement professionals. Starting as just a desktop application, MarketSharp has transformed into an all-in-one, cloud-based system that provides business owners and their teams every key element needed to run an extremely profitable remodeling business.
“[We can] make sure our sales team is effective in what they do . . . making decisions on training, ride-alongs, bringing on new staff, letting staff go . . . based on that performance.”
Marketing Director, Southwest Exteriors
Learn why thousands of home improvement professionals trust MarketSharp to run and grow their businesses every day.
About Southwest Exteriors
Southwest Exteriors has been serving the home remodeling needs of the San Antonio area since 1989. They specialize in custom window, siding, and door replacement as well as Concrete Floor Coatings, and they are a trusted installer of James Hardie siding products, Marvin windows, and Provia doors. For more information on Southwest Exteriors, you can visit their website, or contact them directly at (210) 361-9766. You can also read their customer reviews on GuildQuality, where Southwest Exteriors has received a near 5-star rating.