Digitalizing the sales process goes beyond automating tasks or generating reports — it transforms how teams sell, make decisions, and engage with customers. This case shows that with the right tool, guided implementation, and a people-centered approach, it’s possible to scale commercial results quickly and sustainably. The key lies in combining technology, strategy, and support to turn sales management into a real competitive advantage.
We Implemented a Sales Solution That Doubled Revenue in 6 Months
A successful sales strategy requires more than just commercial effort and a motivated team—it needs clear processes, real-time data, and smart tools that support decision-making. In this case study, we explain how a B2B industrial distribution company doubled its revenue in just six months by implementing a custom CRM system that completely transformed its sales operation.
Client Profile
Our client is an industrial distribution company with over ten years of experience in the market. They provide technical solutions and specialized products to manufacturers and industrial businesses across the country. The sales team was made up of six experienced representatives, but their workflow was manual and disorganized. They relied on Excel sheets, email threads, and handwritten notes to manage leads and follow-ups.
Despite having a solid client base and strong product offerings, their sales process lacked structure, visibility, and performance tracking.
Challenges Identified
No clear visibility into the sales funnel or opportunity stages
Leads were disorganized and often forgotten
No record of won or lost deals, nor reasons for outcomes
Lack of coordination between marketing and sales
Success depended entirely on each salesperson’s personal initiative
The Solution: A Tailored CRM for B2B Sales
We partnered with the client to map their entire commercial workflow and designed a custom CRM solution, using open-source technology tailored to their specific business needs.
Key features of the system included:
Centralized database of all prospects, clients, and contacts
Visual sales pipeline with defined opportunity stages
Automated alerts for follow-ups, deadlines, and deal stages
Auto-generated daily, weekly, and monthly performance reports
Executive dashboard with critical KPIs: active opportunities, projected revenue, conversion rates
Integration with web forms and marketing campaigns to feed new leads
Tracking of all commercial activities: calls, meetings, emails, and notes
We also conducted hands-on training sessions with the sales team, helping them adopt a data-driven mindset focused on measurable goals and continuous improvement.
Tangible Results After 6 Months
The transformation was fast and impactful. Within half a year, the company saw:
+110% growth in average monthly revenue
+220% increase in opportunities managed per month
34% reduction in average sales cycle time
87% of new opportunities received systematic follow-up
Stronger correlation between commercial effort and closed deals
Client Testimonial
“We used to sell, but we didn’t really know how or why. Now we can forecast, prioritize, and scale. The system gave us structure, speed, and focus. Best of all, our sales team is more motivated because the results are visible.”
Success Factors
Deep diagnostic phase to understand the real sales process
A user-friendly CRM adapted to the team’s workflow—no unnecessary complexity
Simple, actionable metrics: activity, conversion, and projected value
Ongoing support and coaching during adoption and post-launch
Lessons Learned
A great CRM is not the one with the most features—it’s the one your team actually uses
Sales digitalization doesn’t replace people—it empowers them
Measuring daily activity helps adjust strategies quickly and optimize performance over time
