Over 40 Years of Excellence in Commercial & Industrial Contracting Services
Founded in 1982 and headquartered in Glendale Heights, Illinois, the client is a WBENC-certified, woman-owned contractor with 200+ employees across 4 key regional locations. For over four decades, they have provided comprehensive industrial and commercial services nationwide—including interior & exterior painting, epoxy floor coatings, sandblasting, dry ice blasting, concrete polishing, and industrial cleaning for commercial properties, food & agricultural clients, and manufacturing facilities.
Legacy workarounds, manual commission tracking, and disconnected operational tools
As account complexity, multi-location operations, and reporting requirements expanded, the client's existing Salesforce org created severe operational friction across the sales lifecycle.
- Fragmented Sales Workflows: Heavy administrative workarounds and customizations led to inconsistent pipeline visibility and manual data re-entry.
- Complex Manual Compensation Tracking: Managing multi-tiered sales commissions—including new account, large project, cost accuracy, and pass-up/pass-down transition payouts—required time-consuming spreadsheet calculations.
- System Disconnects: Essential project execution, financial, and compensation tools (Procore, Sage Intacct, and Spiff) operated in silos.
- Proposal & Forecasting Friction: Lack of structured proposal tracking and version control impacted revenue predictability and executive reporting.
- Growth & AI Barriers: Technical debt constrained scalable expansion across regional locations and limited modern AI tool adoption.
Clean-slate Salesforce architecture, automated Spiff commissions, and Sage/Procore integrations
A multi-phase digital transformation strategy was executed to establish a clean-slate Salesforce org as the single system of record for the entire Lead-to-Revenue lifecycle, tightly coupled with automated incentive compensation management.
- 01 / Foundation & Sales Modernization: Built a streamlined Salesforce architecture standardizing Lead $\rightarrow$ Opportunity $\rightarrow$ Proposal $\rightarrow$ Acceptance workflows, incorporating deduplication governance, Salesloft integration, and structured proposal versioning.
- 02 / Automated Spiff Compensation Engine: Configured standard Salesforce-to-Spiff and Sage-to-Spiff connectors to automatically sync Accounts, Opportunities, Quotes, Invoices, Budgets, and Gross Profit. Built automated calculation logic for Base Salary, New Account Commissions, Large Project Commissions, Cost Accuracy Commissions, and Transition Commissions, with a 1-way API sync sending calculated payout data directly to Sage Intacct.
- 03 / Operational & Financial Integration: Engineered bi-directionally synchronized data flows connecting Salesforce with Procore (sending estimates and receiving approved proposal totals) and Sage Intacct (syncing invoicing, payment statuses, and AR summaries).
- 04 / Mobile, Case Management & Agentforce AI: Configured mobile-optimized workflows for field teams, Service Cloud case tracking for SLAs/warranties, and Agentforce AI for hands-free voice-to-text updating, automated meeting summaries, and next-best-action guidance.
Unified operational visibility, automated commission payouts, and AI-driven productivity
Modernizing the enterprise landscape replaced manual workarounds with an end-to-end, automated sales, execution, and compensation ecosystem.
- Automated Incentive Compensation: Eliminated manual payout calculations by seamlessly feeding real-time deal and financial metrics from Salesforce and Sage directly into Spiff, syncing final payouts to payroll/finance.
- Centralized System of Record: Consolidated the entire sales lifecycle into a unified platform, eliminating manual data re-entry and establishing clear pipeline visibility.
- End-to-End System Alignment: Connected sales, incentive compensation (Spiff), project execution (Procore), and financial realization (Sage Intacct) into a closed-loop operational flow
- AI-Driven Sales Productivity: Empowered field sales reps with hands-free, voice-to-text updating and AI summaries, maximizing time spent on revenue-generating activities.
- Scalable Enterprise Growth: Established a robust foundation capable of supporting multi-location enterprise accounts, automated commission schedules, and future digital expansion.