Laying the foundation for scaling sales for simpl.rent

Challenge

Filip Dykas, co-founder of simpl.rent, realizing how beneficial a combination of well-thought-out sales processes and sales management is for the company, asked us for support in developing an effective sales management system using CRM:

• Organizing sales processes in the CRM to start populating the system with data,
• Creating reports that allow measuring sales and drawing better conclusions regarding managing sales opportunities and campaigns,
• I am developing an onboarding plan for new team members in case of team scaling.

Organizing processes reflect the maturity of the organization

A well-managed CRM is much more than just a tool for “checking” salespeople:

• It lets you keep your finger on the pulse proactively (i.e., before the moment of “we don’t have a sales plan” – this is key! Anticipating thinking about results and managing leads, not just outcomes).
• It indicates which markets, target groups, and others buy the most, which bring the highest sales, and so on—where to allocate more resources and withdraw.
• It indicates which product lines/services are worth developing and which require reworking or closing.
• It shows which salespeople need support from the company.
• It allows for data-driven decision-making rather than relying on “it seems to us” or the opinion of the loudest voice in the room.
• It helps salespeople avoid losing leads and remember to take the following actions in various sales processes.
• It gathers in one place all contacts that have yet to be purchased but are worth revisiting in the future.

More and more companies are realizing the power of organizing processes and measuring sales using metrics such as conversion rates, average opportunity value, duration of opportunities, reasons for failed deals, and average value of won deals. This approach leads to better-managed sales processes, more intelligent business decisions, and more effective sales actions. simpl.rent, with its conscious and mature approach to sales, is a model example of this. We are delighted to work with clients who understand the transformative potential of CRM and sales analytics.

Organizing processes and sales analytics

As part of our collaboration:

• We supported Filip in redefining sales processes and eliminating bottlenecks.
• We developed what and how to monitor sales using the CRM.
• We also prepared analytical dashboards for sales, giving Filip a ready tool for monitoring and analyzing sales within the company.

Organized processes in CRM and sales analytics not only facilitate the collection of sales data and the making of better business decisions based on it but also provide a solid foundation for building the sales department. With such a well-prepared ecosystem, Filip can easily monitor sales effectiveness, a process that involves tracking key performance indicators such as conversion rates, average opportunity value, and duration of opportunities. This monitoring helps in making informed business decisions and planning future sales actions. Filip also has a ready reporting system for new salespeople, and knows what to expect from them.

New ways to reach clients

Only now, Filip has reached potential clients through various channels but has yet to use webinars. We proposed testing lead generation through a webinar. The preparation for the webinar included creating a marketing activity schedule divided into several areas: social media (organic marketing and paid advertising), cold mailing, and utilizing simpl.rent partners. Additionally, we prepared an organizational checklist for the event and its execution with a follow-up path for clients after the webinar. Ultimately, over 700 people signed up for the webinar with simpl.rent.

Results

Thanks to our support, Filip now has the ability to measure maximum team capacity. He has built a straightforward process that shortens the onboarding time for new hires. A well-tuned CRM and sales analytics ensure that when a new salesperson joins the company, they receive a proven sales process, making it easier to manage client contacts and providing adequately prepared tools to support future sales actions. Management can easily monitor their performance and have ready dashboards to support reporting for their investors.

The essential data readily available include:

• The inflow of new business and efficiency in generating new leads,
• Conversion (measurement split per person in the salesteam as well as lead acquisition channell)
• A glance at where to direct team efforts and budget allocations for marketing,
• Analysis that increases the average sales opportunity value through reports that guide to the most lucrative buyer personas,
• Quarterly and annual reports that allow building benchmarks for the team and indicate potential deviations, both upward and downward,
• We can see market trends much faster and react quickly (before we discover that targets still need to be met).