How Allonda Ambiental managed to increase operational efficiency in the sales process by 100% in just 4 months
Posted: Tue Jan 21, 2025 4:01 am
The challenges of Allonda Ambiental
With 18 years in the market, Allonda has invested heavily in its structure to ensure the company's growth and sustainable development. As part of this investment, it saw the need to have greater efficiency in its sales process, which, in turn, is quite complex, as well as has high pre-sales costs, after all, there are more than 20 professionals involved in this stage.
Difficulty in managing indicators
With a highly complex sales process, interdependent between Marketing, Sales and Proposals, Renata Vaterkemper, Marketing & Sustainability Manager, found it difficult to deliver monthly sales figures to the Board. This was because the entire process was manual, controlled by each salesperson and with the help of numerous different spreadsheets.
The problems of managing using spreadsheets and emails
The sales team had to fill out a long form to request proposals from the project team, and document control was manual and carried out by the administrative team. All communication between the sales team and the project proposals department was done via email. This process of filling out spreadsheets, controlling documents, and communicating via email made the operation slow and disconnected, in addition to being inefficient. The sales team did not have a clear view of the deadlines and progress of the requested proposals. The project proposals team was unable to measure internal efficiency and respond quickly to the sales team.
There was also a gap to be filled between marketing and the prospecting carried out denmark telemarketing data by the sales team. The process of managing the process using spreadsheets was so complex that the prospecting channels were not effectively managed.
Furthermore, the administration suffered from an excess of spreadsheets for control and was unable to have an online, systemic and clear view of the whole.
The inefficiency of the manual process for control and management
There was only one person whose job was to ask the sales team to update the spreadsheets, consolidate the data, and generate indicators for management. This professional spent about 35% of his daily time and one week per month consolidating the data for the company's management.
Management, in turn, was unable to have a clear understanding of the indicators that varied in presentation periodically, and did not have total confidence in the numbers because they had undergone a series of manual manipulations through the numerous spreadsheets until reaching consolidation. Therefore, the accuracy of the numbers was questioned.
Choosing an integrated tool
To solve the problem of efficiency in commercial control and management, Allonda went to the market to consult the best CRM software tools . It compared 5 major tools on the market, including Bitrix24. After extensive research and conversations with our consultancy, they decided to go with Bitrix24 for 4 main reasons: Other large number of features not only for CRM, but also for Marketing, Project and Task Management and Communication tools that the platform offers. The great power of customization of fields, dashboards, reports and process automation also contributed to the choice. The investment value, which is much more advantageous compared to other tools on the market, as it does not charge for users, and can support the company's growth without burdening the operation. And also because it is completely online and available on mobile devices.
The importance of hiring a specialized consultancy
`As Allonda recognized its commercial process as complex, it knew it needed to hire a specialized consultancy to help it structure it, as well as provide guidance on the best use of CRM, program automations to manage the entire process and organize interaction between the areas involved.
Without this specialized support, Allonda knew that it would risk “wasting time and money” on such an important project, in addition to the potential impact that the sales team and proposals would not adopt the new tool. It needed support to simplify and streamline its complex sales process. That’s why the BR24 consultancy was hired.
With 18 years in the market, Allonda has invested heavily in its structure to ensure the company's growth and sustainable development. As part of this investment, it saw the need to have greater efficiency in its sales process, which, in turn, is quite complex, as well as has high pre-sales costs, after all, there are more than 20 professionals involved in this stage.
Difficulty in managing indicators
With a highly complex sales process, interdependent between Marketing, Sales and Proposals, Renata Vaterkemper, Marketing & Sustainability Manager, found it difficult to deliver monthly sales figures to the Board. This was because the entire process was manual, controlled by each salesperson and with the help of numerous different spreadsheets.
The problems of managing using spreadsheets and emails
The sales team had to fill out a long form to request proposals from the project team, and document control was manual and carried out by the administrative team. All communication between the sales team and the project proposals department was done via email. This process of filling out spreadsheets, controlling documents, and communicating via email made the operation slow and disconnected, in addition to being inefficient. The sales team did not have a clear view of the deadlines and progress of the requested proposals. The project proposals team was unable to measure internal efficiency and respond quickly to the sales team.
There was also a gap to be filled between marketing and the prospecting carried out denmark telemarketing data by the sales team. The process of managing the process using spreadsheets was so complex that the prospecting channels were not effectively managed.
Furthermore, the administration suffered from an excess of spreadsheets for control and was unable to have an online, systemic and clear view of the whole.
The inefficiency of the manual process for control and management
There was only one person whose job was to ask the sales team to update the spreadsheets, consolidate the data, and generate indicators for management. This professional spent about 35% of his daily time and one week per month consolidating the data for the company's management.
Management, in turn, was unable to have a clear understanding of the indicators that varied in presentation periodically, and did not have total confidence in the numbers because they had undergone a series of manual manipulations through the numerous spreadsheets until reaching consolidation. Therefore, the accuracy of the numbers was questioned.
Choosing an integrated tool
To solve the problem of efficiency in commercial control and management, Allonda went to the market to consult the best CRM software tools . It compared 5 major tools on the market, including Bitrix24. After extensive research and conversations with our consultancy, they decided to go with Bitrix24 for 4 main reasons: Other large number of features not only for CRM, but also for Marketing, Project and Task Management and Communication tools that the platform offers. The great power of customization of fields, dashboards, reports and process automation also contributed to the choice. The investment value, which is much more advantageous compared to other tools on the market, as it does not charge for users, and can support the company's growth without burdening the operation. And also because it is completely online and available on mobile devices.
The importance of hiring a specialized consultancy
`As Allonda recognized its commercial process as complex, it knew it needed to hire a specialized consultancy to help it structure it, as well as provide guidance on the best use of CRM, program automations to manage the entire process and organize interaction between the areas involved.
Without this specialized support, Allonda knew that it would risk “wasting time and money” on such an important project, in addition to the potential impact that the sales team and proposals would not adopt the new tool. It needed support to simplify and streamline its complex sales process. That’s why the BR24 consultancy was hired.