Salesforce Implementation, Optimising Revenue Operations at Sunkin Property Group

1. Discovery & Alignment:

• Held workshops with Sunkin stakeholders to clarify objectives, align on sales processes, and document requirements.
• Mapped the desired customer journey, ensuring the CRM would reflect lead stages, property sales workflows, and team responsibilities.
• Established a phased timeline with clear milestones and accountability.

2. Solution Design:

• Translated business requirements into a CRM blueprint covering data model, access levels, and automation needs.
• Designed a strategy for migrating historical data, including cleaning and standardising records.
• Defined reporting outputs to ensure management had visibility across projects and campaigns.

3. System Build & Customisation:

• Configured Salesforce from the ground up, setting up users, permissions, and roles tailored to the sales team’s structure.
• Created over 30 custom fields (e.g. buyer type, suburb, enquiry source) to capture property-specific data.
• Built automation for lead assignment, task generation, and follow-up reminders, reducing manual handling.
• Integrated Salesforce with key lead sources (REA, Domain, Urban.com.au, Apartments & Developments, and Sunkin’s website) to capture enquiries in real time.
• Developed custom dashboards to track sales funnel progression, campaign performance, and contract milestones.

4. Data Migration & Validation:

• Audited and cleansed legacy lead and contact records, removing duplicates and formatting inconsistent data.
• Migrated 100% of historical records into Salesforce, ensuring attributes such as buyer types and enquiry channels were preserved.
• Connected workflows to reduce time-to-response for enquiries
• Validated migrated data with Sunkin’s sales team to confirm accuracy and usability.

5. Quality Assurance & User Testing:

• Conducted multiple rounds of testing covering workflows, automation, and integrations.
• Partnered with end users to perform user acceptance testing (UAT), ensuring the system reflected their day-to-day processes.
• Adjusted configurations based on feedback before deployment.

5. Deployment & Training:

• Rolled out the system across Sunkin’s sales team in a staged approach to ensure smooth adoption.
• Delivered training sessions and supporting documentation to empower users.
• Closely monitored the first weeks of usage, resolving issues quickly and optimising workflows.

"We partnered with Sunkin Property Group to implement a custom Salesforce CRM that automated lead workflows, integrated five major lead sources, and delivered real-time reporting through tailored dashboards. By migrating 100% of their historical data and configuring over 30 custom fields, the solution gave their team faster response times, deeper sales insights, and full visibility across the buyer journey."

— Sarah, Account Manager