BETTER BUSINESS BUREAU CREDITS BETTER SALES PERFORMANCE TO DOVARRI
Houston, TEXAS (December 12, 2005) The Better Business Journal of Metropolitan Houston is a
nonprofit organization funded by dues from member companies. With a list of more than 200,000 local
businesses, Juan Ortega, regional sales manager, needed a more efficient method to manage lead processing
and membership list development. After learning about Dovarri, Inc., a hosted Sales Force Automation
(SFA)/CRM company based in Houston, Ortega installed Dovarri's Enterprise edition to build a better
sales process and help the internal sales team focus building and acting on leads to grow membership.
Since the Houston Better Business Bureau is a nonprofit organization, it focuses on selling its mission.
Selling something intangible requires a unique and often discreet selling process. Once a company is
contacted, the general rule is to wait 90 days before making contact again. Unfortunately, with no formal
sales tracking software in place, multiple sales reps were calling the same organization time and time
again, leading to frustrated companies and a high employee turnover rate.
As a result, the chairman of the board of directors requested Ortega research CRM/SFA technology to
better match the Bureau's potential for growth.
"The Houston Better Business Bureau has a unique selling process," said Ortega. "We needed a solution
that would allow us the flexibility to subtly tweak our sales process without completely overhauling it.
Dovarri allowed us to modify our sales process to our unique selling needs."
Dovarri's Enterprise Edition gives structure to an organization's sales efforts while providing the benefit
of flexibility to manage an evolving sales force. Designed for a company with a large sales team, the
enterprise edition allows for the creation of custom reports that will pull any information from Dovarri's
database, providing sales people and managers any information they need in record time.
The Better Business Bureau also used Dovarri's Discovery Tool to provide the ability to not only create the
right questions to ask when qualifying a prospect, but what to do with the answers. This ensures the entire
sales force is equipped with the right tools to use when qualifying leads and making initial sales calls, and
the most efficient sales process is shared and followed by everyone in the organization.
The sales team at the Better Business Bureau has the Discovery tool narrowed to ten fail-safe questions
determining if the team has a sales lead. "Dovarri allows us to dump thousands of pre-screened leads into
the system and choose the best prospects," said Mr. Ortega. "The result is a shortened sales process;
usually one call equals one close."
Dovarri's Management Central interface gives managers an automatic glimpse at the actions of their sales
teams by providing four automatic reports as they log on to Dovarri: Closed Sales, Hot List, Top Proposals
and Sales Team Activities. This gives sales managers the necessary tools to always be aware of what their
team is doing and allows them to manage more efficiently.
"Before we used Dovarri, I couldn't control which sales rep was calling what company," said Ortega. "Now I
know who called what company, when they called, and what was said. I can effectively track leads and broaden
our outreach to more promising target industries."
After a year of implementing Dovarri's Enterprise solution, Ortega has a fast and efficient sales tool that
has led the Houston Better Business Bureau to record months in membership growth. What was once an unorganized
sales process plagued by a high employee turnover rate and low morale is now a proficient sales group propelling
the Houston Better Business Bureau to record growth.
"Our average sales representatives have become more consistent in their sales efforts," said Ortega. "The bar
has been raised. After implementing Dovarri, 75 percent of our sales team is now producing at the bonus level."
Further proof of the turnaround is from the national Better Business Bureau sales awards. This year the Houston
Bureau had seven sales people in the top 20. In the past, an average of only two sales representatives from
Houston placed that high.
"I shudder to think where the Bureau would be without Dovarri's solutions," said Ortega. "Dovarri has allowed
us to broaden our target industries and increase our membership. I look forward to using Dovarri's SFA solutions
for years to come."
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"I shudder to think where the Bureau would be without Dovarri's solutions. Dovarri has allowed us to broaden our target industries and increase our membership."
Juan Ortega
Regional Sales Manager
Better Business Bureau
For additional information about Dovarri or our products, please call or email us at
inforequest@dovarri.com
