Dmytro, the owner of the company, handled all incoming requests and orders by himself sending out a technician to complete the order. Occasionally he helped out the technician to complete the orders.
According to Dmytro, the biggest problem he faced that time was buried in marketing and scaling the business seemed impossible due to an unstable stream of incoming leads in the company.
It was relatively easy to analyze the number of incoming leads since media platforms he was partnering with provided the data. Data analysis revealed that the company received from 6 to 12 leads per a day. Dmytro
considered himself a "good sales rep" because he thought his conversion rate*
Ironically, he had never had a chance to calculate the exact number of leads. Dmytro also didn't have a structured customer base since he received requests from different platforms, which he didn't have a chance to compare as well.*A quick note for our readers: a conversion rate describes the percentage of visitors that you could convert into your customers.
It can be calculated as #of customers / #of total leads*100%.