Client

Avelano windows

Direction

Producer

Tasks set before us:

Stage 1:
1. Set up all sales processes from scratch to enter the B2B market in the EU.
2. Simplify, systematize and establish the process of effective work of the sales department.

Stage 2:
1. Configure and optimize the company's existing CRM system.
2. To train the managers of the sales department and the management of the company to work in it correctly and efficiently.

ACHIEVED RESULTS

Project implementation time - 3 months:

  • the efficiency of telephone conversations increased from 36.79% to 70.75% on average in the department. At the same time, personal indicators of managers increased from min 22.33% to max 72.5%;
  • the efficiency of business correspondence increased from 44.79% to 74.07% on average in the department. At the same time, personal indicators of managers increased from min 36.11% to max 90.28%;
  • the quality of filling the CRM system increased from 56.72% to 65.48% on average in the department. At the same time, personal indicators of managers increased from min 33.44% to max 78.13%;
  • the results of testing for knowledge and ability to apply sales techniques in practice increased from 60.68% to 73.2% on average in the department. At the same time, personal indicators of managers increased from min 49.2% to max 75.2%.
0 %
efficiency of telephone conversations
0 %
efficiency of business correspondence
0 %
quality of CRM system filling
0 %
growth in personal indicators of sales managers

WHAT WAS DONE

Stage 1. Implementation time to achieve the goal - 2 months

  • developed quality standards for telephone communication;
  • created sales algorithms with examples of language modules;
  • formed standards of work in the CRM-system;
  • developed a system of priority for tasks by managers;
  • wrote a sales book;
  • created a product book;
  • developed regulations for the sales manager;
  • introduced a new system of motivation based not only on the result, but also on the quality of work of the sales department;
  • conducted a series of sales trainings, with further testing of managers and implementation of the acquired knowledge in the work of the sales department;
  • conducted a series of individual analysis of errors in telephone conversations and business correspondence with customers;
  • launched the process of returning leads that are in the danger zone of loss;
  • introduced systematic quality control of telephone consultations of the sales department;
  • introduced systematic quality control of correspondence with clients by e-mail and corporate messengers;
  • introduced quality control of the CRM system;
  • set up a control system for non-CRM clients from e-mail with a return to the head of sales;
  • tested managers for knowledge of sales techniques and algorithms on a monthly basis;
  • set up a system of control over the timeliness and quality of tasks assigned to the head of sales in the CRM-system.

Stage 2. The goal was achieved in 1 month. At the moment the project is in systematic work

  • reduced the receipt of applications from all advertising sources in the CRM-system;
  • synchronized ip-telephony with CRM-system;
  • adjusted settings in current funnels, leads, deals, contacts, companies, automatic actions;
  • developed reports on key indicators in the CRM system;
  • set up uninterrupted operation of "open lines";
  • created and implemented personal e-mails and work telephone numbers for managers to record every contact with the client in the CRM system;
  • trained managers to work in the CRM system;
  • set up a system to control the correctness of the work of managers in the CRM-system with the return of leads to work;
  • detailed the division of contacts and companies for more effective analysis.

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