About Acrisure Protection Group

Acrisure Protection Group offers dealer clients the industry leading F&I voluntary protection products, reinsurance/dealer participation programs, anti-theft programs and dealer-centric P&C/worker comp offerings.

The company boasts a national network of more than 3,000 active dealers across all 50 states. With driven focus for product innovation, compliance expertise and results-driven training, Acrisure has redefined how our dealer clients measure success and grow their bottom line.
 

Engagement Summary

• Acrisure faced challenges with its sales processes, including a lack of automation, low visibility into customer activity, and a system that relied heavily on manual data entry and updating (excel-based).
• Salesforce Sales Cloud was set up and customized to their specific sales process. To further automate and streamline the sales process, Corrao Group created custom workflows for automating stages and activities.
• Creation of a sales scorecard that showed sales activity, including the products sold and their quantity by division, DM, and dealership.
• After the initial implementation, Corrao Group provided Salesforce Managed Services to Acrisure to help maintain and enhance their Salesforce instance on an ongoing basis.
• With the help of Corrao Group's Salesforce Managed Services, Acrisure improved its sales processes and drove business success with an optimized instance designed and updated to meet its specific business needs and requirements since 2017.

Realizing the Need for Digital Transformation

 

In 2017, Acrisure Protection Group, known at the time as Southwest Dealer Services (SWDS), faced challenges with their sales processes, including a lack of automation, low visibility into customer activity, and a system that relied heavily on manual data entry and updating (google sheets-based). These pain points were holding back the growth and success of the business, making it difficult for the sales team to keep up with growing customer demands. Acrisure needed a single source of truth that allowed them to streamline their sales process, increase productivity, and gain valuable insights into customer activity. To overcome these challenges, Acrisure turned to the Corrao Group, a leading Salesforce consulting partner, for help setting up its Salesforce Sales Cloud platform.

Sales Cloud & Scorecard Implementation

 

The first project focused on implementing Salesforce Sales Cloud to help optimize their sales process and scorecard. Corrao Group worked closely with Acrisure to understand their business requirements and design a solution that met their specific pain points. Jill Zack, Acrisure’s SVP of Marketing, played a crucial role in the project's success by providing valuable insights and collaborating closely with Corrao Group's team to ensure that Sales Cloud was tailored to meet Acrisure's unique needs and requirements.
 

Sales Cloud Implementation
 

After multiple sessions walking through their business processes, Sales Cloud was configured to their specific sales processes:

• Accounts & Contacts
  • The account and contact records were set up and tracked the organization’s dealer clients and individual vendor partners. The account records were implemented to represent the companies that were considered prospects or had previously purchased items from Acrisure. The contact records represented the individuals associated with the accounts.
• Opportunities
  • Opportunity tracking was set up to track the sales deals in the pipeline from Acrisure’s sales qualification to close. Opportunity tracking in Salesforce allowed the company to track the associated contact and team members to identify everyone involved in each deal and their past, open, and future tasks.
• Reports and Dashboards
  • Reports and dashboards were set up to provide visibility into key metrics and processes related to Acrisure business, with the added advantage of categorizing them into distinct reports for the Management and Sales teams. KPIs were made available for managers to view at any time of the day.

To further automate and streamline the sales process, Corrao Group created custom workflows for automating stages and activities. Data was loaded into Salesforce using Dataloader.io, and Corrao Group developed a custom onboarding activity for users to understand the system's workflow for user adoption. The result was a Salesforce instance that was tailored to the specific needs of the Acrisure sales team, allowing them to efficiently manage their sales activities and drive business success.

 

Tracking and Analyzing Sales Activity with the Sales Scorecard
 

A key aspect of the implementation was the creation of a sales scorecard for Acrisure to get their executives off of spreadsheets. The scorecard proved to be a critical tool for tracking and analyzing sales activity in a streamlined and efficient manner. The scorecard supplied a comprehensive overview of sales activity, allowing Acrisure to identify key trends and areas of focus quickly. This enabled Acrisure to make data-driven decisions regarding sales strategy, product offerings, and resource allocation. The ability to track sales activity by division, District Manager, and dealership also helped to promote accountability and transparency within the sales team. Additionally, the scorecard allowed agents to prioritize their efforts by highlighting accounts needing attention and upcoming tasks, increasing efficiency and productivity. Since its original conception, the scorecard has been modified to meet Acrisure today’s needs.
 

Salesforce Managed Services 
 

After the initial implementation, Corrao Group provided Salesforce Managed Services to Acrisure to help maintain and enhance their Salesforce instance. Managed Services are a comprehensive program that provides ongoing support and optimization for our customers. The Corrao Group worked closely with Acrisure and Jill Zack to provide various services, including adding new users, making tweaks to reports and dashboards, creating new reports dashboards, updating field API names, managing data uploads, and making enhancements to the overall Salesforce instance per feedback from Acrisure. In addition to providing ongoing support and optimization services for Acrisure’s Salesforce instance, Corrao Group also assisted with onboarding of additional agencies that were acquired in an aggressive time of growth, which added additional divisions in target markets including; Boston, Chicago, Dallas, and Seattle. Furthermore, Corrao Group helped Acrisure integrate MenuMax and Marketing Cloud Account Engagement (Pardot) into their Salesforce instance to streamline their business processes and improve efficiency.

Overall, our Managed Services helped Acrisure to keep its Salesforce instance up-to-date and running smoothly, which allowed Acrisure to focus on its core business operations. Acrisure was able to improve its sales processes and drive business success with an optimized instance that was designed and updated to meet its specific business needs and requirements throughout the past six years.

Designed for Visibility and Growth

In conclusion, Acrisure successfully overcame its sales process challenges with the help of Corrao Group's Salesforce consulting and managed services. By implementing Sales Cloud and custom workflows, Acrisure achieved automation, increased productivity, and gained valuable insights into customer activity. Creating and modifying a sales scorecard enabled Acrisure to make data-driven decisions regarding sales strategy, product offerings, and resource allocation. Additionally, Corrao Group's Managed Services helped Acrisure maintain and enhance its Salesforce instance, integrate new tools, and onboard new divisions.

The partnership between Acrisure and Corrao Group resulted in an optimized Salesforce instance tailored to Acrisure's specific needs, allowing them to drive business success. This success story is a testament to the power of Salesforce, the expertise of the Corrao Group, and the partnership of Acrisure in driving transformation and helping them achieve their goals.
 

About Corrao Group
 

Since 2002, we have been helping B2B organizations of all sizes optimize their business processes with Salesforce and their third-party applications. As everyday Salesforce power users, Corrao Group understands how flexible the Salesforce platform is to support every business department. We’ve worked with nearly 1,050+ customers, implementing, customizing, and optimizing over 2,150+ Salesforce projects. If you are interest d in learning more about how Corrao Group can help your company, read our reviews on G2!