How Odoo Construction CRM helped Our Client fix Sales Leak
Today we are going to check how Odoo construction CRM helped one of our construction clients to fix their sales leaks.
For sure we all have gone through some kind a sales cycles in our lives and the construction world is not different than that. Here, also we can see that there are long term sales cycles which are mostly type of complex in nature having a lot of parts that are always on the move. For example, consider a retail shop where you go and just swipe your card to close the deal.
In the construction industry, a project almost takes about 6-18 months for the conversion and what we have experienced on ground is that within this time period whenever a deal is lost it’s not because the pricing was kind a high but the end users were actually not tracked and provided proper and timely follow-ups. One more thing you must know is that this problem arises as these construction companies actually do not have a systematic tracking of the sales.
Now, coming to the actual point that i want to bring to your ears is that this is the same situation that was happening with our construction client. They are a mid sized industrial construction and EPC firm with around $80M+ annual turnover.
So, this client was actually having the project execution capability but as their sales processes were not streamlined and chaotic their team basically handled leads in system excel sheets, their site engineers were using notepads to make notes, and also their proposals were on word documents and done manually.
Well, what we understood from all this is that sales pipelines were not having any centralized views and none of the sales team members were taking the responsibility for the ownership of end user follow ups.
What are the Issues Client faced With Sales
- Mostly, the leads were coming from tendering platforms, referrals from the sub-contractors, and via site enquires made through walk-ins. Here for managing these leads the client was not having a structured process. Hence, what we saw was that when a business developer missed to track a lead it actually went away.
- Whenever proposals were sent BDs were kind of casual – like let’s wait for the client to call back and this was what they were getting used to leading directly to cold leads being piled up and losing on potential deals.
- Most of the client deals were getting stuck and the top management was not able to check on what, where and who was handling what and thus the client’s management was not able to make forecasts for the sales.
- The client was using manual methods to jot down the proposals in word and excel files on their systems. So, if an end user wanted a revision to be made then in that case tracking the actual finalized version was almost impossible which led to errors in pricing and margin leaks.
How was the Sales Transformation using Odoo CRM
So, Apagen basically customized the Odoo CRM as per the construction industry to help the client with their requirements. So, here’s what we provided them with –
- We have combined all the leads that are coming from either website forms, submitted tenders, calls made by the subcontractors or prospect logs added by field engineers via mobile devices. All of leads are now visible in a single dashboard.
- Now the Odoo CRM software automatically schedules tasks after each step as per the requirement. So, whenever a proposal is sent out the CRM software automatically sets up the follow up calls, and sends reminders to the end users. The automation made sure that no lead gets missed now.
- The top management using the Kanban view that allows them to view different stages of the sales workflow, so they have all details at hand as per the deal stage. Also, they can view quickly which deals are made by the BDEs, and which ones are going to go through the funnel. Apart from that they get a view on the leads that are at the verge of closure by their sales teams.
- All of their quotations are created and generated using the pre approval templates within the Odoo that we have set up. So this helps the client to have a proper version control for all of the quotations and are linked automatically to the opportunities. So, now they never have to think of manual errors.
Results after Implementing Construction CRM
| Metrics Checked | What was before Odoo CRM | Changes After Odoo CRM (6 Months) |
|---|---|---|
| Follow-up Completions | 35% | 82% |
| Quotation Cycle Times | 7-10 Days | 2-3 Days |
| Pipeline Visibility | None | Real-Time |
| Repeated Business Rate | 12% | 38% |
With Odoo Construction CRM our client with the results is not just building industrial plants but have started building their predictable lines of revenue.
So, if you are having problems whilst chasing leads manually then for sure it’s time for you to upgrade to the Odoo CRM sales engine.
To know more how we can assist drop us a line at sales@apagen.com or call us at – +91 9971800665.
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