K18 is a unique biotech-powered brand breaking the rules of haircare. Beloved by at-home users in 100+ countries, K18 has over 20+ billion TikTok views and 25+ prestigious awards. Their growing lineup of intentional, biology-first haircare is all about unlocking next-level expression for all. K18’s mission is to liberate anyone and everyone from the constraints of modern haircare and empower users with science to unlock fearlessness in self-expression.
As part of K18’s sales strategy, the brand has account representatives who work closely with salons all over the world to encourage sales of K18 products and classes. The account representatives handle many traditional stages of the sales process, such as prospecting, nurturing, tracking KPIs, and maintaining relationships.
One particular account representative was managing all of her client relationships and entire sales pipeline in an Excel spreadsheet, resulting in a significant amount of manual work. In addition, collaboration with distributors and salons was challenging, and there was no clear paper trail to track her sales activities properly.
Managing everything in an Excel spreadsheet made it difficult to understand where she was in the sales process with each salon and she would often lose track of her progress. She needed a solution that would allow her to easily see the current status of all her salons and the next steps she needed to take to move the needle. She also needed a way to connect prospective and active salons with current distributors for distributor team reporting.
Starting with a thorough discovery session, the OrangeDot team reviewed each of her spreadsheets to understand how she was using them throughout the sales process. Based on their findings, OrangeDot advised her to transition her sales pipeline and all related activities into monday CRM. The team recommended monday CRM because it has features and capabilities that specifically support sales teams and help manage their day-to-day tactics and long-term initiatives.
The solution was two-pronged: first, OrangeDot migrated her entire database into monday CRM, ensuring data was moved accurately and seamlessly. Next, OrangeDot built a workflow to help manage all of the steps in her sales journey with each salon, allowing her to track the statuses of her prospects (i.e. if they were qualified, closed, etc.)
In addition, the activities feature in monday CRM helps her manage all meetings and calls in one place, including summaries from visits and conversations with her salons. She now has access to easy pipeline reporting, which gives her detailed insights into all her accounts. Lastly, she can connect her salons to various distributors in her database, which allows both sides to share visibility into sales activity on the distribution side.
With her sales pipeline, database, and all related sales activities in one central automated workspace, the account representative is able to move through the sales process with multiple salons quickly. Having visibility into where exactly she is with each salon allows her to think strategically and seamlessly juggle multiple accounts.
Since leaning on monday CRM, she can take more of a proactive approach, and easily toggle back and forth between 50,000 foot view milestones and granular to-dos. One of the biggest impacts of this new solution is the ability to send quick, accurate reports to her leadership team, which she was previously generating through manual work. Regular visibility into data and a detailed paper trail gives both leadership and the account representative increased confidence on where things stand in the sales process and the future outlook of all her accounts.
