Building a sales department from scratch in fashion retail
Fashion Discount Group — a company in the fashion retail and B2B sales sector.
01 // Problem
Sales were entirely dependent on the business owners.
Fashion Discount Group approached us during a phase of active growth with a key problem: there was no full-fledged sales department, and all agreements with stores and suppliers were handled personally by the owners.
This created a critical "bottleneck":
* the business was already ready for scaling;
* the flow of opportunities was increasing;
* but there was physically no one to sell and process requests.
Due to the lack of a sales system, the company:
* could not consistently build a partner network;
* did not scale in shopping malls and regions;
* had no predictable metrics;
* depended on the personal involvement of the owners.
What was stopping the launch of the team:
* previous unsuccessful attempts to hire managers;
* lack of understanding of how to make managers effective;
* absence of CRM, scripts, and work standards;
* issues with controlling a remote team in different cities without an office;
* fear of losing the quality of communication with partners.
02 // Solution
Building a sales department from scratch and scaling the business. Our task was to take sales off the owners and create an independent system that works without their constant involvement. We started from the foundation and completely rebuilt the sales model in 3 months.
What was done:
* built a sales department from scratch;
* recruited and launched 3 sales representatives in Kyiv, Lviv, and Dnipro;
* implemented CRM as the basis for business management (dashboards, analytics, warehouses, partner map, integration with telephony);
* created a new sales funnel from cold lead to deal with clear control stages;
* set up multi-channel lead generation (Google, social networks, exhibitions, visits, partnerships);
* developed sales scripts, SPIN questions, and communication standards;
* implemented daily KPI control and a transparent management system;
* conducted complete training and adaptation for managers (approaching decision-makers, bypassing assistants, working with objections, negotiations);
* completely removed the business's dependence on the owners in sales.
The result was not "heroic work by the owner," but a scalable system.
03 // Result
In 3 months, the sales function was fully transferred to the new team. The sales department in Kyiv, Lviv, and Dnipro operated as a single system:
* CRM
* funnels
* dashboards
* telephony
* daily performance monitoring
Automation made all processes transparent, and the team began to consistently attract partners and scale the client base without the involvement of the owners.
Tools
* SPIN selling
* cold calls
* handling objections
* sales funnel
* KPIs and analytics
Key metrics:
x3 — sales growth
Sales department in 3 cities — Kyiv, Lviv, Dnipro
Complete sales autonomy from the business owners.
01 // Problem
Sales were entirely dependent on the business owners.
Fashion Discount Group approached us during a phase of active growth with a key problem: there was no full-fledged sales department, and all agreements with stores and suppliers were handled personally by the owners.
This created a critical "bottleneck":
* the business was already ready for scaling;
* the flow of opportunities was increasing;
* but there was physically no one to sell and process requests.
Due to the lack of a sales system, the company:
* could not consistently build a partner network;
* did not scale in shopping malls and regions;
* had no predictable metrics;
* depended on the personal involvement of the owners.
What was stopping the launch of the team:
* previous unsuccessful attempts to hire managers;
* lack of understanding of how to make managers effective;
* absence of CRM, scripts, and work standards;
* issues with controlling a remote team in different cities without an office;
* fear of losing the quality of communication with partners.
02 // Solution
Building a sales department from scratch and scaling the business. Our task was to take sales off the owners and create an independent system that works without their constant involvement. We started from the foundation and completely rebuilt the sales model in 3 months.
What was done:
* built a sales department from scratch;
* recruited and launched 3 sales representatives in Kyiv, Lviv, and Dnipro;
* implemented CRM as the basis for business management (dashboards, analytics, warehouses, partner map, integration with telephony);
* created a new sales funnel from cold lead to deal with clear control stages;
* set up multi-channel lead generation (Google, social networks, exhibitions, visits, partnerships);
* developed sales scripts, SPIN questions, and communication standards;
* implemented daily KPI control and a transparent management system;
* conducted complete training and adaptation for managers (approaching decision-makers, bypassing assistants, working with objections, negotiations);
* completely removed the business's dependence on the owners in sales.
The result was not "heroic work by the owner," but a scalable system.
03 // Result
In 3 months, the sales function was fully transferred to the new team. The sales department in Kyiv, Lviv, and Dnipro operated as a single system:
* CRM
* funnels
* dashboards
* telephony
* daily performance monitoring
Automation made all processes transparent, and the team began to consistently attract partners and scale the client base without the involvement of the owners.
Tools
* SPIN selling
* cold calls
* handling objections
* sales funnel
* KPIs and analytics
Key metrics:
x3 — sales growth
Sales department in 3 cities — Kyiv, Lviv, Dnipro
Complete sales autonomy from the business owners.
Kyiv 
Available for hire