Client's Problems
- Absence of a CRM system
- No sales plan or structured approach for its execution; sales management is intuitive
- No in-depth regular analysis of the company's key financial indicators
- No clear scheme for onboarding a sales manager
- Lack of scripts and communication standards for interacting with customers; managers rely on their own experience
- Absence of control and analysis of dialogues; managers lack feedback on their work
The result the client received
CRM СИСТЕМА ТА ТЕЛЕФОНІЯ:
- Selected and customized CRM according to the client's request
- Created a unified customer database:up-to-date information on any customer is available at any time
- Introduced standards and instructions for CRM management: each client is assigned the next step, all overdue tasks are monitored
- Implemented telephony with call recording and monitoring by management
ANALYTICS:
- Identified and highlighted key financial indicators of the company
- Developed and deployed a marketing and sales dashboard, optimizing marketing campaigns
- Established an annual sales plan. We developed a decomposition and forecasting of its achievement
RECRUITMENT:
- Provided tools for recruiting and selecting sales managers
- Developed an extensive training system for new managers, resulting in the successful recruitment of 2 new managers
SALES MANAGEMENT:
- Implemented regular managerial reports. Transparent analytics on individual manager performance (daily, weekly, monthly, yearly), with daily monitoring of sales plan fulfilment.
- Implemented communication scripts and standards for customer interactions
- Implemented regular training and quality control systems for managers, resulting in a 15% increase in the average bill
- Implemented a quality control system for managerial work, providing employees with feedback and resulting in a 27% increase in conversion rates
MOTIVATION:
- Created an automated salary calculation system for managers tied to KPIs. Managers are more motivated to achieve high-quality results
