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Accelerating Sales Velocity with a Custom CRM for a Transportation Provider

A long-haul truck running a freight route on an open highway

Industry

Transportation & Logistics

Overview

The company, a mid-market transportation and logistics provider, was scaling quickly, but its sales and operations teams were working out of disconnected platforms. Sigma Solve partnered with the company to build a custom CRM tightly integrated with its transportation management system (TMS), giving both teams a single source of truth to support faster, more profitable growth.

Challenge

Sales and operations data lived in separate systems, forcing reps to piece together information manually and slowing down every deal. Key challenges included:

  • Sales and operations data stuck in silos across disconnected platforms
  • Sales teams had to hop between multiple screens to track leads and shipments
  • Slower lead response times dragging down sales velocity
  • Limited visibility into how sales activities translated into shipments and revenue
  • High CRM licensing costs without transportation-specific features

The Solution

Sigma Solve built a centralized CRM tailored to the company's transportation workflows and connected it directly to its TMS.

Key initiatives included:

  • Centralized CRM Platform - Brought together sales, shipment, and activity data in one system for full visibility.
  • TMS Integration - Connected the CRM directly with the company's TMS for real-time shipment visibility.
  • Role-Based Dashboards - Delivered personalized dashboards for sales reps and leadership.
  • Lead Shot Clock - Introduced a lead response timer to drive quicker follow-ups and accountability.
  • Activity-to-Revenue Tracking - Linked sales activities to shipments and revenue for clear performance tracking.
  • Tool Consolidation - Eliminated redundant CRM tools and SaaS platforms.

Outcome

The new CRM eliminated data silos between sales and operations, giving the company's teams real-time visibility into leads, shipments, and revenue. Sales velocity improved and technology costs dropped, positioning the company for continued growth.