x2Sales conversion from the first meeting
- х2.5
Handling client objections improved from 30% to 70%
∙100%
Monitoring of all client communications
- 20%
Algorithm execution increased from 30% to 50%
∙50
Automatically tracked standards
- 34%
Key performance indicator completion rate increased from 21% to 55%
- х2
Average call score rose from 4 to 8.5 out of 9
- 18%
Use of case studies in presentations increased from 21% to 39%
Key indicators
This tool enabled a comprehensive analysis of the salespeople's negotiation algorithm, identifying areas for improvement and setting priorities for further development. Currently, the priority blocks of the algorithm have been successfully addressed both through training and in practice, which has effectively increased negotiation conversion rates and brought us closer to closing deals.
Deputy Head of the Sales Department
The initial call audit revealed the current state of affairs and identified areas for improvement. This served as a starting point for further optimization of work processes:
Manual control covered only a small portion of conversations (2-3 calls per manager). As a result, managers were unaware that every call was being monitored
Low levels of objection handling, weak argumentation of benefits and product presentation, selection of inappropriate offers for clients, and missed opportunities for scheduling meetings were identified
Implemented 100% automated monitoring of the sales department's communications with clients
Monitoring of calls on both incoming and outgoing lines
Control of the algorithm for conducting demonstration meetings and follow-ups
Monitoring dialogues for compliance with advanced negotiation and sales techniques
Tracking reactions to news, promotions, special conditions, etc.
Analyzing positive negotiation outcomes and rejections
Established a system for analyzing cause-and-effect relationships of successful negotiations and rejections
Developed personalized reporting and automated filling of key CRM fields
Personalized reporting that highlights each employee's strengths and weaknesses, compliance with over 50 standards
A summary of negotiations/calls is displayed in the CRM
Managers see a 10-point evaluation of each call in the CRM, indicating errors made and sales stages not completed