The situation we usually begin with
Companies rarely say that they want to digitalise sales. They describe specifics: no one knows what happens to an enquiry after it arrives. A salesperson keeps everything in a spreadsheet and in their head, so when they leave, the contact history remains in their inbox. Marketing brings in traffic, but linking it to orders comes down to guesswork.
This is rarely one problem solved by one tool. Part of it lies in a process that has never been documented. Part lies in a system the team uses differently from what was planned. And part lies in customer data scattered across three places, complete in none of them.
Enquiries get lost along the way
Contacts arrive through several channels and reach different people. There is no single place showing the stage of each case or who should take the next step.
The system exists, but sales happens outside it
The CRM was purchased and launched, yet the team follows its own methods. Data is entered later, selectively or not at all, so reports do not reflect reality.
You cannot see what actually brings in customers
The company pays for campaigns, a website and online visibility, but cannot trace which activities lead to an enquiry and then an order.
What this area covers across the Group
For us, sales digitalisation combines three things: how a company acquires contacts, how it manages them and what happens to an order after it is signed. We begin with the process, not the system, because a tool selected for an undefined process usually reproduces the same disorder in a new interface.
The sales process and its system support
We define the path from enquiry to order and assign responsibility at every stage. Only then do we check whether your existing system can be adapted or whether another would be a better fit.
Generating enquiries
The website, content, online presence and campaigns that lead a contact to a form or phone call. We treat this together with sales because both serve the same funnel at different stages.
Connection with the rest of the company
An order does not end with the sales team. It moves to fulfilment, the warehouse and accounting. With a broader scope, the project also covers this handover so data does not have to be entered again.
Who leads such a project
Three Group companies share this area. The nature of the project, not its size, determines which one becomes involved. Most often, two work together.
GOTOMA Software House
When the system must be adapted to the process: implementing or rebuilding sales workflows, adding non-standard functions and integrating the tools the company already uses.
GOTOMA.pl ›GOTOMA GENERAL
When the project extends beyond the sales team: multiple locations, infrastructure and equipment, data requirements or investment financing.
GOTOMA GENERAL ›Codarius
When enquiries are to come from online channels: websites, content, campaigns and search visibility, as well as direct online-store sales.
Codarius ›If you are not sure which company your case belongs to, you do not have to decide. Describe the situation and we will divide the work internally.
Where AI fits in
Sales is where the question about AI appears most often and usually earliest. But AI works with data: if contact history is incomplete and arrangements remain in emails, there is nothing reliable to work with. In this area, AI therefore follows process organisation rather than replacing it.
This does not mean one must wait until the other is fully complete. It means that sequence affects the result, and we establish that sequence for a specific process at the outset.
Commercial decisions and customer-facing communication remain with the team. We treat this as a design principle that shapes the scope, not as a configuration setting.