Sales stages mean different things to different managers
BusinessOS · CRM and Revenue Operations
Build a CRM and revenue operations system your sales team will use
Connect your sales process, customer data, pipeline governance and CRM workflows into one working system. PathWeave helps founders and sales leaders design, implement and embed CRM on Salesforce or Microsoft Dynamics 365 — so leaders get pipeline visibility without burying the sales team in admin.
CRM and sales-process transformation led at Kohler India and Info Edge (Naukri.com), and for a national EdTech client
Salesforce
Microsoft Dynamics 365
WHY CRM PROJECTS STALL
A CRM cannot fix an unclear sales process
Most CRM projects that stall do not fail on software. They fail because the system was configured before anyone agreed how the business actually sells.
You may recognise the signs:
Forecasts are rebuilt in spreadsheets every month
Reps update the CRM just before reviews — or not at all
Leads, deals and customer data sit across several tools
Leadership cannot see which deals are real and which are hope
A CRM was bought, launched, and quietly abandoned
We start with your sales rules, roles and the decisions leaders need to make — and only then design the system.
WHAT WE DO
CRM and revenue operations services
01
Sales process and pipeline design
Define pipeline stages with clear entry and exit criteria, ownership, handoffs between teams, and probability logic that reflects how your deals actually move.
02
CRM requirements and solution design
Translate the sales process into CRM design: users and roles, objects and fields, workflows, permissions, integrations and the reports each role needs.
03
Salesforce and Dynamics 365 implementation
Configuration oversight, data migration, workflow setup, testing and launch on Salesforce or Microsoft Dynamics 365. Where you already have an implementation partner, we act on your side — owning the requirements and holding the build to them.
04
Pipeline governance and forecasting
Weekly pipeline reviews, forecast categories, data-quality standards and action tracking that turn the CRM into a management rhythm rather than a reporting chore.
05
CRM adoption and sales enablement
Role-based training, manager coaching routines, usage standards and post-launch support so the system is used every day, not just at month-end.
06
Revenue operations metrics
Funnel conversion, sales velocity, pipeline coverage, forecast accuracy and activity quality — defined once and tracked consistently.
EXPERIENCE
Experience behind the approach
PathWeave's CRM practice is led by co-founder Srrinivas Sharrma, who has run CRM and sales-process transformation from inside large sales organisations and as a consultant.
Kohler India — Business Process Excellence, Commercial
Led commercial process excellence covering sales processes, sales technology and CRM, coordinating across Sales, Marketing, Technical Services, Supply Chain and Logistics.
Info Edge (Naukri.com) — Sales Planning and Excellence
As Senior Vice President, led national sales planning, CRM transformation, analytics, incentive systems and sales-process improvement.
National EdTech company — PathWeave client engagement
An approximately 18-month Salesforce and sales-process transformation: pipeline design, CRM configuration, workflows and adoption.
DELIVERABLES
What the engagement delivers
Diagnose
Current-state review of sales process, CRM usage and data quality; priority list
Design
Sales-process and pipeline blueprint; CRM requirements document; data and field model
Build
Workflow and automation specification; migration and data-cleanup plan; configured and tested system
Launch
Role-based enablement; usage standards; go-live support
Improve
Forecasting and governance routines; adoption and performance dashboard; optimisation backlog
PLATFORMS
How we work with your technology environment
We are platform-experienced, not platform-biased. Our delivery experience is on Salesforce and Microsoft Dynamics 365, and we are equally useful when:
You are choosing a CRM
We define requirements first, then assess fit.
You already have a CRM that is under-used
We fix process, data and adoption before adding features.
You have an implementation partner
We own the business requirements and hold the build to them.
The platform follows the process. Not the other way round.
PROCESS
How the engagement works
- 1. Diagnose Understand how you sell today, where the pipeline leaks and why the CRM is or isn't used.
- 2. Design Agree the sales process, pipeline rules and CRM design with your leadership team.
- 3. Build Configure, migrate and test, with your team involved throughout.
- 4. Launch Train by role, set usage standards and support the first review cycles.
- 5. Improve Track adoption and forecast quality, and refine the system as the business grows.
BEYOND THE CRM
Turn CRM data into a sales operating rhythm
A well-run CRM produces data leaders can act on. When you need that data turned into executive and team dashboards, our sales dashboards and BI consulting builds on the same pipeline definitions — so the numbers in the CRM and the numbers in the dashboard always match.
Start with the sales process, not the software
Tell us how your team sells today and what leadership can't see. We'll show you where the CRM should start.