bitrix24 case study
Alternative energy sources supplier
A similar process is suitable for companies working with sales representatives and for the sales department of service companies
Read client's story
automation of sales:
from sales representatives to service
PROBLEM
1. Tracking the performance of a large number of product sellers.
2. Organization of sales funnel application process.
tools
Standard Bitrix24 functionality
bitrix24 case study
client story
Product: solar panels, heat pumps, service.
Description of the business process:
The company's clients are brought by sales representatives or active salespeople: they travel to farms, cities, villages and offer to install modern systems in houses. By communicating with potential customers representative collects preliminary information about the order. Based on the information received package of documents is formed, project is transferred to technical specialists who determines installation time. The client can pay entire cost of the service at once or use a credit. When installation of equipment is completed, each client is transferred to service maintenance department.
Process drawbacks:
1. Sales representatives may miss important information required for documentation when filing on behalf of a customer.
2. No clear analysis of salesmen's effectiveness: you need to track manually who and how many customers brought.
3. Processes of sale and product installation should be connected to each other.
4. It is important to include loan granting procedure into the sales process.
SOLUTION DESCRIPTION
BUSINESS AUTOMATION IN BITRIX24
part 1
COLLECTION OF APPLICATIONS AND WORK PROCESSES ORGANIZATION OF SALES REPRESENTATIVES
part 2
PROCESSING OF APPLICATIONS AND
SERVICES IMPLEMENTATION
When DEAL moves to the first stage,
the client receives a text message (SMS) that the project is in progress now.
This was done through the Bitrix24 & SerwerSMS app.
Further, depending on the product, the order falls into one of the Deals funnel:
Deal funnel 1
HEAT PUMPS
DEAL FUNNEL 2
SOLAR PANELS
DEAL FUNNEL 3
SERVICE
Deal stages
HEAT PUMPS
Deal stages
SOLAR PANELS
Deal stages
SERVICE
APPLICATION PROCESSING AND PREPARATION FOR IMPLEMENTATION
The stages of Deals in funnels 1 and 2 are approximately the same.
Consider the process flow:
STAGE 1
DEFINITION OF TERMS
It all starts with a technical specialist who determines the deadlines and writes them into the Project Calendar.
STAGE 2
PAYMENT METHOD
The sales representative clarifies the payment method with the client. If the client requires a loan, then the Deal is transferred to the financial department, where the relevant documents are prepared. And if the client pays right away, then the deal moves to the implementation stage.
STAGE 3
Project APPROVAL
The engineer prepares and approves the project,
then the purchase of materials is performed (this is a separate stage).
STAGE 4
DETERMINATION OF INSTALLATION TERMS
The chief installer defines the terms of installation within the framework of the project and marks them in a specially created Calendar.
Project
Calendar
Installation
Calendar
To control the projects works, an interim report was configured:
STAGE 5
INVOICING
After all the approvals, a final invoice is issued to the Client.
STAGE 6
SUBMISSION OF THE REPORT
A task to submit a report to the Ministry of Energy is formed to the person in charge of the Deal
Special robots automate the work of the company at the different stages of the Deal
TRANSITION TO THE DEAL FUNNEL "SERVICE"
When the deal is completed successfully, it is copied to the "Service" funnel.
The terms of warranty service are indicated there.
And as soon as the warranty expiry date approaches (and the system checks it every hour),
the Deal is transferred to the stage
of post-warranty service.
WHAT DOES OUR CLIENT get?
result
OPTIMIZATION AND CONTROL
OF sales REPRESENTATIVES WORK
- ✓ SPECIAL NON-STANDARD FIELDS REQUESTING DATA FOR FURTHER INSTALLATION OF THE PRODUCT;
- ✓ CRM-FORM CREATED FOR EACH SALES REPRESENTATIVE, where ALL ORDER INFORMATION IS GATHERED;
- ✓ A SPECIAL REPORT with quantity of NEW CLIENTS AND INCOME from each salesman is DISPLAYED.
AUTOMATION OF SALES AND WORKS ON PROJECTS
- ✓ 3 DIRECTIONS OF dealS WITH SALES FUNnels;
- ✓ TEMPLATES OF DOCUMENTS IN WHICH THE FIELDS ARE COLLECTED FROM THE CRM-FORM FILLED IN BY THE SELLER;
- ✓ AUTOMATED PROCESS OF CREDITING CLIENTS;
- ✓ optimizing WORK IN PROJECTS;
- ✓ CALENDARS OF PROJECTS AND INSTALLATION ARE CREATED.
CRM form will load here
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