Business Challenge

Regional Sales Managers (RSM) needed a solution to collaboratively build forecasts with agents, share quota goals, and track sales opportunities while protecting sensitive company data within Salesforce.

Agents and RSMs needed real-time dashboards and reports to track key sales metrics across channels and regions, as well as a platform to share business information in a secure, collaborative environment.


Wave6 recommended the client implement Community Cloud to extend key data sharing capabilities to its independent sales agents. Using Salesforce functionality, Community Cloud creates a dedicated site where they can enter and receive data through Salesforce, while remaining restricted to a specialized environment configured for their needs.

Wave6 also developed a custom Visualforce user interface that allows agents to work collaboratively with RSMs to define forecasts at customer and product line levels and architected a solution to help RSMs track product and customer quotas for each agent. Further, it created custom integration between the client’s BI system and Salesforce to enable agents to view dashboards, reports and KPIs.

The Results

The client’s RMS now have a comprehensive view of their agents’ sales activities. Additional benefits include:

  • Improved engagement of independent agents, resulting in increased sales

  • Improved forecasting accuracy, allowing the client to better forecast and meet demand

  • Improved distribution and usage of key sales reports via Salesforce Content

  • Better security, which increases adoption as trust in the system grows

  • Reduced email and misinformation, as key information is now communicated through Community Cloud