Building an autonomous sales department in fashion retail

About the Client

Fashion Discount Group is a company in the fashion retail sector focused on partner B2B sales and the development of a network in various regions of Ukraine.

01 // Initial Situation

At the start of the collaboration, all key negotiations with partners, stores, and shopping malls were personally conducted by the business owners.

The company had already demonstrated growth; however, there was no systematic sales department. This created a critical limitation for scaling.

Main Problems:
* absence of a full-fledged sales team
* dependence on the personal involvement of the owners
* inability to forecast results
* lack of CRM and analytics
* absence of communication standards
* previous unsuccessful attempts to hire managers
* difficulty in controlling a remote team without an office

The business had the potential for regional scaling but lacked a system capable of ensuring it.

02 // Our Solution

The task was to completely relieve the owners of sales responsibilities and create a managed, autonomous structure.

Over three months, we rebuilt the sales model from scratch.

1. Formation of the Sales Department
* recruitment and launch of three sales representatives
* geography: Kyiv, Lviv, Dnipro
* clear delineation of areas of responsibility

2. Implementation of CRM as the core management tool
* setting up funnels
* creating dashboards
* integrating telephony
* inventory control
* partner map
* real-time analytics

3. Building a new funnel
* structure from cold contact to contract signing
* control stages
* standards for working with leads

4. Multichannel lead generation
* Google
* social networks
* exhibitions
* personal visits
* partner referrals

5. Sales Standards
* SPIN questions
* scripts
* negotiation algorithms
* reaching decision-makers
* working with assistants
* handling objections

We detail the methodology for systematically launching sales departments in our blog: https://ministrysale.com/blog

6. Control System
* daily KPI monitoring
* transparent reporting
* unified working technology for the entire team

Sales ceased to depend on the "heroism" of the owners and became a managed process.

03 // Result

Within three months, sales were fully transferred to the new team.
The sales department in Kyiv, Lviv, and Dnipro began to operate as a single system:

* CRM
* structured funnel
* dashboards
* telephony
* daily performance monitoring

The company received a scalable model for developing a partner network without the constant involvement of the owners.

Key Results:
threefold sales growth
launch of the sales department in three cities
complete sales autonomy

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/fashion-discount-group

Blog about systematic sales and business scaling:
https://ministrysale.com/blog

Work completed in collaboration with three specialists from the "Ministry of Sales" team:

Andriy Tymoshchuk
Kostiantyn Tripailo
Marta Protsenko

If needed, I can prepare a shorter version to meet character limits or a more stringent B2B version focused on financial metrics.