Building an autonomous sales department for B2B SaaS

About the Client

GetOrder is a B2B SaaS solution for automating the acceptance and processing of orders in the HoReCa sector.

The product had demand and scaling potential, but the business could not achieve systematic growth due to the lack of a full-fledged sales department.

01 // Initial Situation

At the start of the collaboration, all sales were concentrated on the company owner.

He personally:
* corresponded with restaurants and decision-makers
* made cold contacts
* conducted negotiations
* onboarded new establishments
* closed deals

This created a classic "bottleneck" problem. The business was ready to scale but physically lacked the resources for growth.

Main blockers:
* owner overloaded with operational processes and sales
* five months of unsuccessful attempts to build a team independently
* department head unable to establish processes from scratch
* low average check of $20–30 per month
* lack of CRM and control system
* chaotic correspondence instead of structured negotiations
* absence of scripts and standardized sales technology

The business was losing time and potential profit.

02 // Our Solution

The task was to completely relieve the owner of sales functions and create an autonomous system capable of scaling.

Over three months, a complete transformation of the sales model was conducted.

1. Team Building
* selection of managers from 1000+ candidates
* training and adaptation
* formation of work standards
* creation of accountability structure

2. Launch of Cold Sales
* development of scripts
* testing hypotheses
* achieving a stable conversion rate of 2.5% in cold calls

3. Implementation of Infrastructure
* CRM
* telephony
* call and deal control
* real-time analytics

4. Building a New Funnel
* clear stages from first contact to payment
* deadlines and checkpoints
* algorithms for working with decision-makers

5. Training System
* LMS with product modules
* SPIN selling
* handling objections
* techniques for reaching decision-makers

We regularly describe the methodology for building autonomous sales departments in our blog:
https://ministrysale.com/blog

6. Change of Focus

A strategic decision was made to shift the focus from small establishments to network clients with 10+ locations. This allowed for a significant increase in the average check.

7. Complete Delegation
All sales, negotiations, and lead generation were handed over to the team. The owner exited the operational role.

Result

In 3 months, the sales function became systematic and manageable.

An autonomous team was created, operating under a clear model:
* CRM
* structured funnel
* telephony
* LMS training
* daily KPI control

Key indicators:
fivefold increase in average check
2.5 times increase in sales
complete delegation of sales by the owner

The company transitioned from chaotic contacts to a scalable model with clear analytics and predictable results.

Tools
* SPIN selling
* cold calls
* handling objections
* funnel building
* KPI and analytics
* CRM

Website of the "Ministry of Sales" company:
https://ministrysale.com

All implemented cases:
https://ministrysale.com/#projects

Detailed description of this project:
https://ministrysale.com/getorder

Blog about building systematic sales:
https://ministrysale.com/blog

Work completed in collaboration with three specialists from the "Ministry of Sales" team:
Andriy Tymoshchuk
Kostiantyn Tripailo
Marta Protsenko