More leads and sales in MTA Digital

Challenge

Due to the lack of a structured sales process, the founders of MTA:

• Felt that leads were getting lost in the process,
• Believed that potential clients were waiting too long for a quote,
• Were under the impression that they needed to provide more sales support to specialists and that best practices weren’t spreading through the organization as quickly as they should.

The biggest challenge in our collaboration was building and implementing quality standards for the sales process based on lead potential and aligning the new client service system with MTA’s business model.

Solution

The first step to tackling these challenges was implementing a sales management system. Considering the size of MTA’s sales team and the monthly number of inquiries, we proposed a specific tool. We developed a unified approach for all employees to use.

As the second step, we conducted an audit of the sales offer. We ensured that it included all essential information for the client, making it clear and transparent. At the same time, we eliminated information that had relatively minor importance but significantly prolonged the offer creation process.

We also conducted a mystery shopper study to evaluate the sales team’s performance under natural conditions—only the company founders knew about the study. The mystery shopper study allowed us to identify areas for improvement in direct lead management, such as the timing and manner of responding to inquiries and the flow of conversations with potential clients.

Results

The implementation of a CRM system and the standardization of the sales process ensured that lead handling was appropriately controlled, all inquiries were answered, and contact was made quickly—particularly challenging when specialists managed leads while simultaneously working on campaign execution.

Thanks to the mystery shopper audit, we identified team members who struggled with implementing best practices and supported those who needed extra attention.

The sales offer audit helped shorten the time needed to create offers while enhancing their visual and substantive appeal.

These factors had a direct impact on sales metrics:

• 20% more leads
• 10% increase in sales

Would you like to achieve similar results in your business? We’d love to have you as a client. Feel free to contact us at [email protected]