The management faced three major problems:

[subornaakter30]

The influx of incoming calls did not allow managers to process requests efficiently. Employees only had time to intuitively divide clients into those interested in purchasing and those simply curious. The efficiency of such work was low.

The managers were not specially trained to communicate correctly with the target audience. As a result, they could not competently motivate clients to place an order.

The company did not have a configured uk business email list CRM system with a sales funnel.

Marketers have done painstaking work to train employees in cold sales and proper interaction with clients. As a result, communication with potential consumers has improved: managers competently identify their needs, ask their opinion about the product. Special speech modules and communication scripts have been created for interaction with clients.

Recommended articles on this topic:
Company Marketing Plan: Double the Company's Profits

KPI for the sales department: how to calculate and implement

How to get 3 times more clients for 2 times less

The next step was to re-create the sales department structure. The new division should now have territorial managers. In addition, the entire customer base is segmented into four categories of customer readiness to make a deal: customer budget, ability and opportunity to make a decision, decision time, customer need.

Next, a CRM system was installed and configured. A client base was formed, and integration with the company's website was performed. Thanks to the implemented system, the department manager now has access to daily reports on the work of each employee. The CRM also made it possible to create a sales funnel by adding a new parameter, "probability of successful completion of a transaction." Based on this, it is now possible to plan the nearest sales and forecast them in the future.

All optimization work was completed in nine months. The results were as follows:

Sales increased by 300%.

Employee productivity has increased thanks to the competent division of responsibilities between territorial managers.

It became possible to manage interactions with clients and predict the results of communication with them.

Thanks to the implemented CRM system, a sales funnel has been formed.

Case 2: Creating a CRM for a plumbing equipment dealer
Creating a CRM for a plumbing equipment dealer

A company selling plumbing has accumulated problems:

Clients were not recorded by managers in any way.

The management did not have full control over the activities of the branches.

The managers did not work with repeat sales.

All reporting was done in regular Excel tables. Data on completed transactions was periodically lost.

To correct these shortcomings, marketers carried out a number of activities:

We set up a sales funnel with division into retail and wholesale clients.

We connected online telephony with the ability to record conversations, which allowed management to monitor the work of subordinate managers.

We set up work with regular customers: after their first purchase, they enter the buyer funnel and the subscription base for sending advertising information.

We have created a message tracking system that allows managers to call the client back after they have viewed the letter and are ready to purchase.

We implemented and integrated a CRM system, and also connected the 2GIS functionality.

As a result of the last action, contact information about stores is now automatically loaded by the system. CRM also independently carries out cold calling on the database with partnership offers.