Spherion Finds Custom CRM a Good Fit for Services Tracking

For decades Spherion has specialized in placing career-minded professionals at talent-hungry companies and lining up armies of temps. Now the staffing and recruiting company is making sure its own unique needs are met by tailoring its customer relationship management (CRM) system to the way it does business.

With the help of Force.com Builder, Salesforce's built-in point-and-click customization tool, Spherion is able to address challenges that range from last-minute contract concessions to costly project scope creep. The company has customized Salesforce to track all services delivered to complex long-term accounts so that reps can make sure that potential billings are not falling through the reporting cracks.

When Spherion rolled out Perdew's new Profitability Improvement tab, only reps managing high profile accounts were required to use it. But managers in several regions quickly saw its value and mandated its use by their teams. As a result, more than 120 reps are using the new tab, which is indistinguishable from the other tabs they see when they log into Salesforce.

For Spherion, the upside of tracking accounts in this new way has been making certain potential revenue is captured. The staffing company, which prides itself on taking action rather than reacting to situations, has found Salesforce, with its easy-to-use customization tool, to be just the right candidate for the job.