From Paris to Pharmacies: A Brand on a Mission
Calebasse Laboratoire isn’t just a wellness brand. Its sales team now thrives thanks to Salesforce Maps for field sales teams.Rooted in traditional Chinese medicine and developed in the heart of Paris, it stands out with its dedication to herbal science, traceability, and care. With ambitions to scale its B2B activity across pharmacies, clinics, and wholesellers, the team faced a classic dilemma: how to keep the intimacy of their field relationships while equipping themselves for growth?
For Jingyi Yu, the driving force behind Calebasse’s development strategy, the stakes were clear: “We were already managing hundreds of leads from expos, partnerships, and inbound. But everything was fragmented. We needed one tool to see clearly, structure the data, and help us act faster.”
This is the story of how Cloud Girafe teamed up with Calebasse and Salesforce AE Maxime Alric to deploy a solution in just a few days—transforming the way Calebasse identifies, visits, and engages with its B2B prospects.
B2B Growth with Salesforce Maps for Field Sales Teams
Calebasse had long been a beloved name among wellness consumers in France and abroad. But 2024 marked a turning point. With an ever-growing base of individual clients, the team saw an opportunity to reach scale through distribution in pharmacies, herbalist shops, and professional channels.
This shift required a profound change in their internal organization: tracking not just consumers, but accounts, contact roles, professional relationships, sales stages, and business opportunities.
Jingyi explains, “We would walk into a shop, take photos of their products, note what they sold, try to understand their customers… then follow up later. But this was all manual. I couldn’t keep track anymore.”
Why Salesforce Maps for Field Sales Teams is a Game Changer
While exploring CRM options, Calebasse initially hesitated among various platforms. But very quickly, it became clear that Salesforce had an edge—especially thanks to Salesforce Maps for field sales teams.
“I immediately saw how powerful this would be,” says David Boukhors, founder of Cloud Girafe. “We love tools that we can deploy in less than a week and that radically change the way teams work. The productivity gain here was massive.”
With Salesforce Maps, Calebasse could:
- Visualize its prospects and clients on a map, colored by status or type
- Draw zones to prioritize areas of Paris and surrounding regions
- Create smart, optimized routes for daily visits
- Instantly identify nearby prospects during a field visit
Effortless Configuration: One of Salesforce Maps’ Hidden Strengths
Unlike many mapping tools that require complex integrations, Salesforce Maps is natively embedded within the Salesforce ecosystem.
“We didn’t have to code anything special,” notes Nathan Bapin. “Once the data model was ready, Maps was up and running in a matter of hours. It’s all clicks—not code. That’s incredibly valuable for a growing team like Calebasse.”
This ease of deployment allowed the team to focus on business logic and field efficiency instead of worrying about technical hurdles.
Building a Salesforce Fit for Field Reps
The Cloud Girafe team worked hand in hand with Jingyi to shape a data model reflecting the real-world complexity of Calebasse’s market.
Nathan Bapin, the lead Salesforce consultant, recalls: “We built Person Accounts for solo practitioners, while keeping classic Accounts for shops or pharmacies with multiple staff. That way, Calebasse could handle both B2B2C and B2B from a single interface.”
Custom fields were added to qualify each lead: type of partner (clinic, pharmacy, distributor), status (active, rejected, ongoing), source (expo, inbound, referral), and more.
“We also created dependent picklists to categorize products by family and sub-family,” Nathan adds. “That allows future pricing logic and segmentation.”
Smarter Product Management
The team imported a product catalog of over 500 references, divided between raw materials and finished products. Using Pricebooks, Calebasse could differentiate between public pricing and reseller pricing—crucial for B2B margin management.
SKU codes, ingredient IDs, supplier names, and even manufacturing partners were tracked inside Salesforce. For a brand that blends in-house production with external laboratories, this level of traceability was essential.
Jingyi adds, “Sometimes a client would say, ‘This batch feels different from the last one.’ With Salesforce, I can trace back who the supplier was and even when it was packaged or delivered.”
A New Rhythm with Salesforce Maps for Field Sales Teams
With Salesforce Maps and clean data in place, Calebasse’s commercial operations changed overnight:
- Every lead is geolocated and visible on the map
- Routes are prepared in advance or improvised based on geography
- The status of each visit is recorded in the CRM
- Data can be exported or filtered for follow-ups
“Before, I would guess which area to visit and hope I’d make useful contacts,” Jingyi says. “Now, I optimize my time. I know who to see, when, and what stage we’re at.”
The People Behind the Success
This transformation was made possible thanks to a well-aligned team:
Maxime Alric, Salesforce Account Executive, was key in guiding the early decisions. “What stood out was Jingyi’s clarity. She knew what she wanted, but she was also open to being challenged. That made it easy to co-design a roadmap with real business value.”
Nathan Bapin, consultant at Cloud Girafe, made sure the system reflected the way Calebasse really worked. “When your CRM feels intuitive, people adopt it. That’s what we aimed for.”
And David Boukhors concludes: “We’re proud of this project. Not because it’s complex, but because it’s simple and powerful. That’s when tech really makes a difference.”
Frequently Asked Questions
What is Salesforce Maps?
Salesforce Maps is a native Salesforce tool that allows users to visualize accounts, contacts, and leads geographically, plan optimized routes, and manage field sales more efficiently.
Why is Salesforce Maps better than HubSpot for field sales?
While HubSpot is a great marketing tool, Salesforce Maps is natively integrated into Salesforce and offers advanced geolocation, segmentation, and routing features specifically built for sales reps. See this comparison on G2.
How long does it take to deploy Salesforce Maps?
In the case of Calebasse, Salesforce Maps was deployed in less than a week, thanks to Cloud Girafe’s Quick Start approach and the native integration of the tool.
Can Salesforce Maps be used by small teams?
Absolutely. Calebasse is a small but growing team and has already seen major gains in productivity with minimal configuration effort.
Conclusion: A Playbook for Purpose-Driven Field Sales
The Calebasse story is more than a CRM project. It’s a playbook for any brand looking to scale field sales without losing sight of its mission. It shows how technology, when well-integrated, can enhance rather than replace the human touch.
For other wellness brands, B2B startups, or SMEs with a field sales force, Salesforce Maps isn’t just a GPS. It’s a strategic asset.
And for integrators like Cloud Girafe, it’s another proof point that thoughtful implementation beats feature overload.
Want to learn more about Salesforce Maps or explore how we can help your team scale with elegance? Visit cloudgirafe.fr/contact or check out our article on choosing the right Salesforce integrator and the Nanolive CPQ success story.
