Technical services firm
Four salespeople with the entire history in their own inboxes: offers stalled when nobody chased them and the sales forecast was done from memory.
The challenge
Forgotten offers, no closing forecast and dormant clients nobody noticed
The solution
A CRM built on the team's real sales stages, shared history, follow-up reminders and a link to invoicing
How we did it
Before configuring anything we defined with the team the real stages of their process, from first call to invoiced job, and the CRM was set up on those stages rather than generic ones. We imported the contacts and open offers scattered across inboxes and spreadsheets, and since then every opportunity has an owner, a stage and a next-step date. If that date passes with no activity, the owner gets an alert; if a client has gone months without any contact, so does the account owner. The closing forecast comes from open opportunities weighted by stage and is reviewed at the monthly sales meeting, with the same figure for everyone. The link to invoicing closes the loop: an accepted offer becomes an order without re-entering it, and each client's record shows offers and invoices side by side.
Results
Project timeline
Map of the team's real sales stages
Contacts and open offers imported from inboxes and spreadsheets
Follow-up and dormant-client alerts
Monthly closing forecast and link to invoicing
Testimonial
“When one of the salespeople was off for three weeks, a colleague picked up his offers without asking him for anything: it was all in one place. Before, that work would simply have stalled.”