Business Youth Kyiv
Infobusiness
1. Increase sales in the company.
2. Make the sales management process transparent.
3. Optimize the funnel and reduce the cost of ice.
4. Increase customer loyalty.
ACHIEVED RESULTS
Implementation time to achieve the goal - 6 months:
- 100% заявок потрапляли в CRM, що дозволило менеджерам працювати з заявками без перемикань, а керівникам - відстежувати ефективність кожного менеджера на загальній кількості заявок;
- the number of duplicates in the system decreased by 40%;
- the head of the sales department has the opportunity at any time to monitor the numerical indicators of efficiency of each employee;
- the system itself reminds managers and supervisors of pending agreements;
- the number of dissatisfaction with customers related to the organization of events decreased by 30%;
- loyalty to the company's key product increased by 6.16%;
- personal conversion of the manager increased by an average of 9.97%.
It is very convenient and comfortable to work. The first thing that was done was a cool call analyst of all our managers. There were also a lot of regulations for both managers and me personally.
We recommend Yulia Kishinko as a great specialist. She really knows what the sales department needs and how to help the sales manager.
WHAT WAS DONE
This project was developed jointly with our partners Martsenko Sales.
The works were in several directions in parallel:
- automation of the sales department;
- increase the efficiency of the sales department;
- increasing the loyalty of the Company's customers.
To begin with, the team and I implemented an automation system, on the basis of which it was already possible to draw conclusions, work with the sales department and measure the impact of innovations on the result:
- підключили всі джерела отримання заявок до CRM: IP-телефонія, сайт, соціальні мережі і заявки з рекламних кампаній Facebook;
- installed the "Search for duplicates and merge transactions" widget so that the same client is not contacted twice;
- set up a single system of uniform distribution of applications for managers of all offices depending on the source of the application;
- set up automatic notification of events to customers;
- set up automation of the visitor access system at events through integration with Qtickets;
- replaced part of the sales staff;
- conducted a series of training seminars and daily coaching calls;
- taught managers to successfully pass objections;
- developed quality standards, sales scripts;
- established interaction and standardized it within the sales department, as well as with other departments of the company;
- introduced a new system of motivation;
- connected a remote quality control department to permanent work and set up its relationship with other departments;
- to improve the quality, the quality of managers' work was monitored and digitized on a weekly basis;
- developed a loyalty system for customers and trained the sales department to work with it in conjunction with the quality department, which ultimately stimulated the growth of repeat sales;
- developed a checklist for organizing and conducting business events for the event department;
- introduced a regular survey of customer experience and measurement of the NSP-index of consumer loyalty, after each event;
- identified new, hidden customer needs for the formation of new company products.
OTHER CASES
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