How I helped a mid-sized business boost revenue by 15% while saving 30% of their time:

Last December, I woke up to a message on my LinkedIn.

It was a new lead for my consultancy business

I asked a few questions and we got on a call…

After getting to know their business, I realized I can help them.

This issue is a breakdown of how I helped them boost revenue by 15% while saving 30% of their time wasted on administrative tasks:

Problem:

Our B2C client was operating with a disjointed Sales Process, which was highly inefficient and lacked a solid data capture system.

The absence of a unified system leads to wasted time on administrative work and less focus on customer satisfaction and product selling - their key growth drivers. 

They were a small business converting from Excel sheets to their first CRM and the disjointed sales process was characterized by several issues. 

Firstly, there was a lack of collaboration between departments, which hindered the proposal development process. Sales reps were at risk of losing their prospects due to this lack of coordination.

Secondly, the sales process was plagued with issues like poor product fit, quoting errors, and rogue discounting, all of which led to revenue leakage. 

Lastly, the disjointed onboarding process between sales and customer success was a significant reason for high customer churn. The sales content was disorganized, and the teams were not working together effectively. This disjointedness resulted in inaccurate data, leading to improper routing of leads to sales.

Action:

To put the business in a better situation, we followed these steps:

1/ Conducting a thorough analysis of the existing sales process:

We started by understanding the current process, identifying inefficiencies, and pinpointing areas that needed improvement. This was done by interviewing key stakeholders, observing the sales process in action, and analyzing sales data.

Why: This step was crucial to understand the root cause of the problems and to identify the areas where Salesforce could bring the most value.

How: We used a combination of qualitative and quantitative methods, including interviews, observations, and data analysis.

2/ Brainstorming sessions with key stakeholders

We held meetings with the sales team, managers, and other key stakeholders to understand their needs and expectations from the new system.

Why: This ensured that the new system would meet the needs of all users and would be accepted and adopted by the team.

How: We facilitated interactive brainstorming sessions, encouraging all participants to share their ideas and feedback.

3/ Designing a customized Salesforce process

Based on the insights gathered, we designed a Salesforce process that was tailored to the client's unique needs. This included setting up custom fields and objects, workflows, and approval processes.

Why: A customized process ensured that all critical data points were captured and routine tasks were automated, leading to increased efficiency.

How: We used Salesforce's customization features to set up the process, based on the client's specific requirements.

4/ Integrating Salesforce with other business tools

We integrated Salesforce with other tools used by the client to ensure a unified system.

Why: This ensured seamless data flow between different systems, reducing the risk of data errors and increasing efficiency.

How: We used Salesforce's integration capabilities to connect it with other tools, ensuring data consistency across platforms.

5/ Providing training to the sales team

We conducted training sessions to ensure the sales team was comfortable using the new system.

Why: This ensured that the team could leverage the features of Salesforce to their maximum potential, leading to increased productivity.

How: We developed a comprehensive training program, covering all aspects of the new process and providing hands-on practice with the new system.

Result:

1/ Time savings

The new Salesforce process led to a 30% time saving on administrative tasks.

Why: The automation of routine tasks and the improved efficiency of the sales process freed up time for the sales team.

How: This was measured by comparing the time spent on administrative tasks before and after the implementation of the new process.

2/ Increased sales

Sales were boosted by 15% in the first year.

Why: The time saved allowed the sales team to focus more on customers, leading to increased sales.

How: This was measured by comparing sales data from before and after the implementation of the new process.

3/ Improved data quality

The new process led to enhanced data quality, improving decision-making and customer experience.

Why: The seamless data capture and the integration with other tools ensured accurate and consistent data.

How: This was observed through improved decision-making processes and positive feedback from customers.

The client continues to see benefits from this system overhaul, with ongoing improvements in sales performance and customer experience.

This was a breakdown of one of the most interesting projects I worked on this year.

If your business needs massive changes and you’re ready for it, book a free consultation call with me: https://calendly.com/jordanqnelson/25min

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