Sales activity was managed through a single shared process that did not reflect the differences between large projects and smaller repeat sales. This led to unclear opportunity stages and frequent manual adjustments during quoting.
Refractory Service, Inc. Brings Structure to Sales and Field Planning on Salesforce
Refractory Service, Inc. needed a clearer way to manage different types of sales activity and plan customer visits across regions. By refining its Salesforce setup, the company created a more structured and predictable system for handling opportunities, quotes, and field sales planning.
About:
Refractory Service, Inc. is a U.S.-based provider of refractory materials and high-temperature solutions serving industrial customers across multiple states. Its sales organization supports a mix of long-term project engagements, ongoing material sales, and time-and-materials services.
Inside and field sales teams manage customers with different buying patterns, deal sizes, and sales cycles, requiring flexibility without losing consistency.
CLOUDS & TECHNOLOGIES:
Sales Cloud
The challenges
Quotes often required rework due to missing or inconsistent information. External leads were not always captured in a consistent way, and field sales planning relied on static customer lists rather than geographic context.
The solution
Refractory Service worked with Redtag to realign Salesforce with how its sales teams actually operate.
Sales processes were adjusted so different types of deals follow clearly defined paths, with required information built into each stage. Quoting was standardized to reduce rework and ensure consistency.
Salesforce Maps was introduced to give field representatives a geographic view of customers, supporting more effective territory planning and visit scheduling.
VIDEO REVIEW
Hear What Our Partners Say About Us!
The RESULT
After refining Salesforce to reflect how sales teams actually work, Refractory Service established clearer sales execution and more predictable daily operations.
- 35% reduction in manual quote revisions due to standardized quoting requirements
- 40% improvement in opportunity tracking accuracy across different deal types
- 30% less time spent preparing and correcting quotes
- 25% reduction in time spent planning customer visits using map-based territory views
- Improved visibility into pipeline health and territory coverage for sales leadership
As a result, sales teams spend less time correcting data and organizing work, and more time focused on active customer relationships and execution.
Q&A Session
.png)
Questions & Answears
Speak with Our Experts
1
We carefully examine your request and contact you within 24 hours
2
Our technical experts analyze your business challenges and come up with a solution
3
You recieve a proposal with our expertise and all the details of your project: time, team, technologies, finances - everything
Lviv, UA
B. Khmelnytskoho str, 106
Lviv, 79024, Ukraine
+38 (063) 041 48 99
Lviv, 79024, Ukraine
+38 (063) 041 48 99