Optimizing the Sales Department of an IT Company by complex sales solution
Client Overview:
Our client is a mid-sized IT company specializing in software development and IT consulting. The company had a high volume of client inquiries, but lacked transparency in managing sales processes and client interactions.
Challenges:
- Scattered data: Inquiries came from multiple channels (email, phone, LinkedIn) but were not recorded in a unified system.
- Low lead conversion: Out of 300 incoming inquiries per month, only 8% converted into deals because many requests went unprocessed.
- Time wastage: Sales managers spent up to 40% of their work time searching for client data, interaction histories, and details of previous inquiries.
- No follow-up system for potential clients: Clients who were not ready to buy immediately were often forgotten.
Figures:
- Average deal closing time: 45 days
- Monthly sales revenue: 200,000 AED.
- Manager workload: 50 clients per employee, but only 30% of inquiries were actively handled.
What was accomplished
Solution Implementation:
- Integration of all communication channels (email, calls, messengers, LinkedIn) into Bitrix24 CRM for automatic lead collection.
- Setting up sales pipelines:
– "Nurturing" pipeline for clients who are not ready to buy yet.
- Task automation: Automated reminders for follow-ups and mandatory fields for progressing deals through sales stages.
- Client segmentation: The client base was categorized by industry and budget, enabling a focus on priority segments.
Results
- Lead conversion increased from 8% to 20% due to faster processing of all inquiries.
- Deal closing time reduced from 45 days to 25 days thanks to clear task tracking and data recording at each sales stage.
- Monthly sales revenue doubled to 400,000 AED – a 100% growth.
- Time savings: Managers reduced time spent on manual data entry and searching for information by 25%, reallocating it to active sales.
- Improved manager efficiency: Each manager could effectively handle up to 80 clients due to automation and a structured reminder system.
Additional Benefits:
- Transparent reporting: Management gained access to analytics on channel effectiveness, sales pipeline performance, and reasons for lost deals.
- Customer retention: Previously "forgotten" clients began contributing 15% of total sales revenue through the "Nurturing" pipeline.
Before
After
300 leads
300 leads
8% conversion
20% conversion
200,000 AED
400,000 AED
100% growth in sales revenue within 6 months.
Conclusion:
The solution enabled company to organize their sales process so that every client inquiry was processed, and managers could focus on actual sales. Now, the company runs its sales department efficiently, which is essential in Dubai's competitive IT sector.
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