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A small business selling property technology to the public sector
Sales optimization and systematic sales training
Background:
A company selling indoor climate solutions to the public sector saw an opportunity to grow, but the systems and sales practices did not support the growth plan.
Problem:
The amount, quality, and direction of sales do not meet growth targets, and the salespeople did not have the necessary tools for effective selling.
Objective:
To build a sales team that covers the whole of Finland, and to create consistent sales practices and structures that support systematic work. Update the IT infrastructure for sales to meet today's requirements. To get on the growth track.
Implementation:At the beginning of the project, the existing revenue streams were first mapped, and the market potential was assessed based on the current customer register and invoicing. A modern sales CRM system was implemented in the company, integrating lead generation tools.
Productizations and target groups were planned together with the salespeople, and sales management practices were created. Sales training sessions were organized, and sales quantity, quality, and direction were started to be measured. Scenarios were calculated on how quickly salespeople can and should be hired.
Result:
During the collaboration (about 24 months, implemented in phases), the company’s turnover more than doubled thanks to enhanced sales. Modern sales systems began to produce data, based on which the direction of sales could be further optimized and new markets opened as well.
