PRACTICAL EXAMPLE: HOW SMALL IMPROVEMENTS MAKE A HUGE DIFFERENCE
An incredible example of how small efforts lead to significant change is what Dave Brailsford has done for British Cycling.
Before his appointment as director of performance in 2003, British Cycling had suffered years of mediocre and underperformance, and he devoted himself to pushing on a new track.
He called his strategy "aggregation of marginal gains," a philosophy of finding a tiny margin of improvement in everything you do.
"The whole principle came from the idea that if you take apart everything you can think of that you need for cycling and then improve it by 1 percent, you'll get a significant gain when you put it all together," Brailsford said.
Small changes made by Brailsford included:
His theory was confirmed five years later when the British cycling team dominated the 2008 Olympics, winning 60 percent of the gold medals. And then set world records and took home even more gold at the Olympics.
So, how can you replicate the same approach in improving Bitrix24 to achieve such remarkable and unexpected results?
Our client is a large manufacturing company that asked us to improve their Bitrix24 processes.
The Customer already had a well-tuned staff, but over time the number of clients was growing, but the sales process was not speeding up. Due to this, our Client was losing customers at the funnel stages of Leads and Deals because of the long interaction with them
We defined both of these related processes on the basis of Bitrix24 smart processes.
We decided to conduct a study of important stages of work in the following format:
In the course of our research we came to the conclusion that the company processes in Bitrix24 are not optimized enough:
In the "CP sent" stage of the "Sales" funnel a task was implemented with a CP letter template enclosed in it, after filling it out the Client receives a customized CP, and the manager spends at least 20 minutes less time per Client to form a similar CP.
With such "small" improvements it was possible to increase the possible number of Leads handled per day by one manager from 40 to 80, also with the implemented read mail display function - a much smaller number of Leads go to waste because they were forgotten about after sending the price list.
In the Price Sent stage, deals no longer accumulate. In this stage, the deal is either until a read or response to an email from the customer, or within 8 business hours. According to the trigger to read/answer the email or after a pause, the deals are moved to the stage in "working".
In this stage, the manager needs to perform the task "continue dialogue with the client".
This method allowed to stop accumulation of deals at the stage when the price is sent and led to the fact that the number of conversions increased by 35%.
3 months after implementation of the solution, the Company has increased its revenue by 40% of the revenue at the time of contacting us, which will allow it to scale in the future, while not expanding the sales staff.
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