Sales team work process optimisation

Problem:

Meetings of sales teams were usually ineffective as there usually was a theoretical discussion about why the set goals were not achieved, who was to blame, what worked and why these goals were not achieved. The meetings took a long time, but without any effective result. The sales team couldn't monitor individual performance indicators to understand which sales tactics are effective. Lack of these insights prevented them from optimizing their strategies and learning from past successes or failures.

Some teams were using a CRM system and had the data but didn't analyse it. It was difficult to set clear goals, stick to them and monitor them. The managers of the sales teams could not know the real situation and it was a challenge to direct the efforts of the teams in the right direction and achieve results. It was difficult to identify the efforts made and the results achieved by each team and individual employee with the goals set.

Sprendimas - pardavimų komandos valdymo įrankis.

We created a sales team management tool that, based on a traffic light principle, allowed teams to quickly identify the efforts made by each team and its' member on a daily basis and compare the results with the set goals. In this way, the meetings were shortened from 2 hours up to 10 min, discussing or making decisions based on real results.

Team managers have gained a real tool that allows them to set and adjust goals based on visible efforts and intermediate results. Managers gained a real opportunity to navigate their team based on actual results. After implementing a sales team management tool, the team can now make informed decisions, optimize their efforts and ultimately achieve their sales goals.