A B2B consulting and outsourcing company came to us with a poorly structured commercial process, low proposal conversion rate and no real visibility over sales team performance.
Esta empresa B2B tinha uma equipa comercial ativa mas sem estrutura formal. O processo de vendas era inconsistente entre os diferentes elementos da equipa and lead qualification depended on each salesperson's individual experience.
The proposal conversion rate was at 22%, below the real potential of the business. There was no visibility over where opportunities were being lost in the funnel and leadership was making decisions without consistent data on commercial performance.
The goal was to transform the commercial function into a predictable and scalable engine, with clear processes, phase metrics and a team aligned with the business's strategic objectives.
Inconsistent lead qualification process dependent on each salesperson's individual experience
Proposal conversion rate at 22%, with no clear diagnosis of where opportunities were being lost
No structured pipeline with phase metrics and real-time visibility for leadership
Commercial team with no defined OKRs and no formal alignment with strategic objectives
Long sales cycle with no acceleration process and no clear decision points to close deals faster
We redesigned the commercial process from scratch, mapping the sales journey and creating a predictable and scalable structure. Every intervention was data-driven, focused on increasing conversion and giving leadership real visibiobre a performance da equipa.
and lead qualification process, identifying loss points and improvement opportunities at each stage
through CRM and dashboards giving leadership real-time visibility over the status of each opportunity
aligned with the company's strategic objectives, creating a culture of accountability and focus on the right results
for the commercial team, focused on lead qualification, objection handling and closing techniques adapted to the B2B sales cycle
with individual accountability and tactical reporting, ensuring deviations are identified and corrected in real time
based on historical data and pipeline stages, allowing leadership to plan with confidence and antecipar desvios antes de acontecerem
