Total Renting didn't have a sales talent problem. It had a process problem.
How Total Renting, a vehicle leasing broker with more than 70 sales reps, went from chasing their team in Pipedrive to a process that everyone follows uniformly, with double the leads per rep.
×2 leads per rep · +30–35% productivity · 2–3 days of training
Data reported by Total Renting. Period: 2026.
Before
Total Renting was already a large company, with an established sales process and a CRM, Pipedrive, that no one wanted to change. The problem was in the day-to-day operations. Each rep decided who to call and when, and to reach each lead they had to search through stages, open the record, review the history, call from another platform, and switch back to the browser to take notes. If they had 50 leads to call, it took between 4 and 5 hours.
Managers, meanwhile, spent their days reviewing pipeline movements, duplicates, and follow-ups. And the leads that no one called back were simply forgotten.
“Before Vixiees, the sales team's day-to-day was very chaotic, very poorly organized. [...] And on the other hand, for the management team, daily life meant constant review of lead movements, follow-ups, and calls. It was more about process control rather than quality control for the sales reps.”
— Lorenzo Bertolini, Commercial Director
“Forgotten leads, inactive leads getting lost in that limbo, where ultimately no one ever contacts them again. That’s lost money, conversion drops, we all make less, the company doesn't grow.”
— Diego Juárez, Total Renting
The Change
Vixiees was introduced to the group through Avanti Renting, the new brand Total Renting was launching. For Diego, head of the project, it was an opportunity to test a different way of organizing sales work, even though initially his bet was still on Pipedrive.
At Avanti, they set up the process in Vixiees. Sales reps no longer work from a list of leads, but rather on tasks that the platform creates when a lead meets a condition, ordered by priorities set by leadership: first whoever calls or writes via WhatsApp or email, then 24- and 48-hour follow-ups, and so on. The rep just clicks one button: next task.
The results at Avanti were what convinced Lorenzo to bring it to Total Renting, an operation with a much larger sales volume.
“That team's efficiency was many times higher than what we had at Total Renting. Incoming leads were handled much faster.”
— Lorenzo Bertolini, Commercial Director
Rolling it out to more than 70 sales reps required changing deeply ingrained habits. The management team supported the transition with training sessions and real case studies comparing the same lead managed with Pipedrive versus Vixiees. The reps were ultimately won over by their own results: they called more leads, sold more, and improved their conversion rates.
The Results
Today, each rep manages double the leads in the same amount of time, and team productivity has increased by 30% to 35%. The response time to a new lead has barely changed, because they were already fast. What has changed is how many leads they can serve at that speed.
Before (Pipedrive) | After (Vixiees) | |
|---|---|---|
Leads per rep | 50 leads in 4–5 hours | Double the leads in the same time |
Calls per morning | ~100 | 200–300 |
Daily agenda | Decided by each rep | “Next task” button based on management priorities |
Forgotten leads | Lost in limbo | The platform serves them again the next day |
Managers' work | Monitoring duplicates and movements | Listening to calls and coaching the team |
New rep onboarding | Learning stages, fields, and the CRM | 2–3 days until operational |
“From what we’ve been able to measure, we’ve seen a 30-35% increase in rep productivity and efficiency.”
— Lorenzo Bertolini, Commercial Director
“It’s impossible to keep 100 people aligned without a control tool like this.”
— Diego Juárez, Total Renting
In a Nutshell
“With Vixiees, my way of managing has changed, because before I was a police officer and now I’m an ally to the sales team.”
— Lorenzo Bertolini, Commercial Director, Total Renting
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