Implementation and optimization of sales processes

Main Goal of the Collaboration

The primary goal of the collaboration between Casbeg and Plona Consulting was to organize the sales processes. At the beginning of the partnership, Plona Consulting’s sales efforts heavily depended on the CEO. The client wanted to change this dynamic so that the burden of acquiring new clients wouldn’t rest solely on the CEO, and the sales process could be handled primarily by a salesperson.

The client acknowledged that the biggest challenge in achieving this goal was their unique and at the time unknown service.

How We Achieved the Main Goal

One way to structure a sales process is through a series of tasks. Once you map everything from A to Z you can improve it and create a logical, functional, and straightforward process. The result should be a written document that includes all the necessary materials and is easy for new employees to understand.

In our collaboration with Plona Consulting, we similarly approached the task:

• Audit – The first step was auditing the current sales tasks:
• The consultant, acting as a salesperson, conducted mock sales conversations with employees to identify areas for improvement.We analyzed the leads in the sales funnel, identifying potential clients and their needs, which helped us tailor our sales approach.Roadmap—Based on the audit and conversations with employees, we developed an action plan and listed the next steps for the salesperson to follow.
• Step-by-step process walkthrough – After outlining the steps, the consultant worked through each with the salesperson. We focused on resolving potential problems and complications. We determined what should happen at each stage and discussed the most significant challenges.

The entire sales process and the necessary materials were documented in one place and accessible to all employees.

Employees also compiled a list of potential client questions and objections during the process. The Casbeg consultant helped them create an optimal set of responses, making sales conversations much smoother.

Additional Tasks

In addition to designing and documenting the sales process, the consultant assisted with ongoing tasks answered questions and was available to the client outside of scheduled consultation hours.

We also addressed other issues during the collaboration, including:

• Analyzing the sales presentation – how should the information be presented, and how should the value be clearly and attractively showcased?
• We are analyzing current leads.
• We discussed the pros and cons of different commission models for the salesperson.
• I am planning the effective use and distribution of an interview with Wojciech Plona.

Results of the Collaboration

The main result of the collaboration was the organization of the sales process and the creation of a document that described every step and included all necessary materials.

This outcome benefited both the CEO and the employees. While still involved in sales conversations, the CEO no longer feels the need to participate in every one. He admits: “When I want to go on vacation, I can do so with peace of mind and a clear conscience.”

All employees can access the unified document, making onboarding new employees much easier and less time-consuming.

Benefits for the Client

During the discussions preparing for this case study, we spoke with both Wojciech Plona (CEO) and Michał Szermel (Marketing Manager).

Wojciech, the CEO, expressed his relief at no longer having to dedicate as much time to sales conversations. He still enjoys being involved, but if circumstances prevent it, he feels confident because he knows the team is fully equipped to identify client pain points, choose the right solution, and thoroughly explain the service.

Michał also mentioned the following points:

• The consultant’s flexibility with meeting topics was a key point for Michał—he prioritized tasks and adjusted the order of discussions as needed, ensuring the most pressing issues were always addressed. The consultant’s availability outside consultation hours was a significant benefit for Michał—you could call or email and get a response quickly, providing the support needed to keep the project on track. After each meeting, we took detailed notes, summarized decisions, and outlined a to-do list of things to do before the next meeting.
• After Michał’s conversation with our customer success specialist, the consultant considered his feedback and reflected it in the next meeting.
• Michał had access to not only one consultant but all of Casbeg’s experts. If a particular issue required someone with more expertise in a specific area, we added that person into the project.

Summary

We value every successful collaboration that leaves the client satisfied. Achieving Plona Consulting’s goals, helping with ongoing tasks, and watching their team handle challenges with ease gave us great satisfaction. The fact that we had the opportunity to collaborate again after completing the subscription project is the best proof that both parties were pleased with the earlier cooperation. Thank you, and we wish you continued success!