Desenvolvimento de processo em ferramenta BPMS para prospecção de clientes conforme metodologia de funil de vendas de uma empresa de médio porte

Abstract

The automated process aligned with the company's strategy allows the objectives to be efficiently achieved. Applying the sales funnel methodology it is possible to identify the moment when a customer is converted into a sale or is lost along the way. Thus, the study carried out seeks to improve the processes used, developing them and applying the methodology adopted in the company. Thus, the guiding question of the study is: "How is it possible to improve the process in such a way that it meets the company's needs, identifying its stages in the sales funnel for prospecting B2B customers?" The justification is based on the need to understand the pain of commercial management in identifying losses and the lack of an adapted process for this identification. The general objective seeks to deliver the development process and that it follows the cadence of the sales funnel. The specific ones show the evolution of the process and its application and analysis of results as a way to meet the company's demand. Regarding the procedures adopted, the research has a descriptive character to show the results achieved and a qualitative approach where data from 513 interactions carried out from the new process are analyzed. In short, with the records made, the reasons for refusing to adhere to solutions offered to companies were identified and at which stage of the sales funnel there is greater adherence to request a service proposal.