The Shoebox Goes Digital

The solution continues to evolve: It is now integrated with the MAS 90 accounting solution and is used to calculate sales reps' commissions, which are based on multiple factors, Plummer said.

In addition, Qqest uses the solution to track leads from multiple sources and to do a lot of number crunching and statistical work, said Estes.

ASAP return on investment Despite their initial aversion to the idea of an automated, integrated computer-based solution, Qqest employees quickly realized the benefits: improved productivity, more sales and more commissions.

"There's no question that it was a win in sales productivity," said Plummer.

Almost immediately upon completion of the ESA (extended service agreement) component of the integration, Qqest saw revenue increase 28 percent, he said.

"As we were looking at customer-retention numbers, we found there was actually attrition," said Estes. "When we turned on the switch, Qqest's retention rate improved. It was a result of doing a better job of following up."

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Using SalesLogix, sales rep Karas said he can make 100 calls by noon. Previously, he would make between 60 and 70 sales calls per day.

"It probably increased my efficiency by 60 percent. I know exactly when I called them. There's a place for notes. I know everything at a glance," Karas said. "They'd better never try to take SalesLogix away."

Not only has this increased Karas' commissions—which account for 100 percent of his pay—but it also has improved his quality of life. Having invested in high-speed Internet access for his condo and a satellite phone system for his motor home, now Karas can work remotely. Indeed, he spent about 18 months working from Tucson, Ariz.; Las Vegas; and by a lake where his boat is moored.

"It's exactly the same process, and it's all because of SalesLogix," said Karas. "Even though I spend a lot of time in the office, I like the idea that I can leave. That was a dream of mine, and that's why I worked as hard as I did all those years."

A click away

By clicking on a link, the solution dials a customer's phone number and easily allows sales reps to e-mail brochures and schedule a follow-up call. Sales reps can immediately find a customer's information on an inbound call and have expanded sales into existing client sites, said Karas.

"Our product line changes, and companies keep buying as they're adding employees," he said, noting that this would have been an unmanageable situation using the shoebox and mail-in card solution.

Administrators can pull myriad reports—such as tracking follow-up on leads, an individual sales rep's performance and sales of ESAs.

"The month we implemented the methods of the sales group and ESA, sales went up $70,000 from the last month," said Estes. "After that, it's been up around $30,000 to $40,000 per month [vs.] previous years. It's all because of technology. It was like turning on a switch."

With the ongoing assistance of Unison, Qqest continues to stride bravely into the future, and shoeboxes and redundant, time-wasting phone calls are now a memory of a former world.