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CRM and sales management go hand in hand, and one without the other is typically not as successful as both pieces working together.  CRM systems make it much easier for a sales manager to effectively manage their sales team. While the sales manager needs a CRM system, the CRM system also needs the sales manager to fully buy-in to the use of the system in order to drive user adoption.

Tour de Force empowers salespeople to become better at managing their customers’ expectations.  With Tour de Force, your sales team spends their time selling and managing sales opportunities instead of tracking down information and putting out fires.

Here are the top 3 benefits of integrating CRM and sales management:

1. Easily set and track sales goals

Our Sales Planning Module allows you to set sales goals for your sales team and track progress on an individual, branch, region, territory, and/or company level.  The sales numbers are pulled directly from your company’s ERP system, saving managers and salespeople from time wasted filling out spreadsheets and reports.

Our Business Intelligence Summary shows run rates, goals, annualized % to goal, % to goal, and even next year goal! These metrics can be viewed at multiple reporting levels, from an individual sales person to a branch or region, even at an account level if your company sets goals specific to individual customers.

2. Optimize time management

Contrary to popular belief, CRM is not big brother!  Tour de Force provides a set of features that were developed to assist salespeople in becoming more efficient and more effective by reducing the amount of time spent on administrative tasks and streamlining their workflow.

Tour de Force is highly flexible and is mapped to your existing business processes during your implementation.  We work with sales management teams to identify your key objectives so that you are able to balance the features that are rolled out to your team.

3. Improve KPI (key performance indicator) tracking

Tour de Force makes it easy to create custom dashboards and scorecards that can be used to track Key Performance Indicators (KPIs) for your sales team. Dashboards, reports, and scorecards can easily be accessed on the fly from within the Tour de Force Info Center, or they can be automatically sent out on a scheduled basis, ensuring that both managers and salespeople know if KPIs are being met.

To learn more about Tour de Force’s capabilities for sales management and sales teams, or to schedule a discussion about what Tour de Force might be able to do for your business, please Contact Us.

By: Ashley Parinello

A new year is upon us and many business professionals are looking for ways to save time in the workplace in order to get more done
during the day and calendar year. Saving time on mundane tasks leaves opportunity for more sales, and more sales means more revenue.

If saving time is a goal for your organization this year, consider these 5 ways that Tour de Force can help you manage time better and generate more sales.

1. Alerts & Notifications
Alerts & Notifications delivers automated email reports to Tour de Force users on a daily, weekly or monthly basis depending on the time requirements of the associated information. Rather than waiting for someone to create and send the report manually, Tour de Force compiles the information and automatically sends it out to specified users.

2. Build Your Own Reports (BYOR)
BYOR enables organizations to build reports based on relevant data with flexible reporting options. These reports can be designed for executives, various levels of management and sales representatives. For example, BYOR can calculate and report on goals versus actual sales, or even sales commissions per rep. These reports can be automated and set as the home page when users initially open the Tour de Force Info Center. This frees up time for employees to perform other duties rather than building manual reports day in and day out.

3. Grid Management with Short Cuts
Tour de Force is built with grids to allow for easy access to any information at any given time. Users can filter and sort any grid within the platform with the ability to save their views for rapid access to that same data at a later date. Specified data can be selected based on various criteria within the grid and the sales data can be viewed for one or more accounts. Furthermore, filtered lists of contacts can be exported for an email blast, or passed directly to Act-On utilizing Tour de Force’s integrated the Marketing Automation feature.

4. Web/Mobile Sales Call Reports with the ability to use Talk to Text
Users can convert appointments and tasks in Tour de Force Web with one button. Users can then select to add notes by selecting the talk to text icon on their smartphones and talking through notes which then appear on screen. Using this capability, sales reps will no longer have to type notes after a sales appointment.

5. Global Search with Recent Items and Favorites including Inbox Navigation
Users can save time looking for information needed on a daily basis by using the Global Search, Recent Items and Favorites from the Outlook toolbar, Tour de Force Info Center and Web/Mobile. The Tour de Force system automatically tracks user activity, which is then available to be recalled from Recent Items. Any item within Tour de Force can also be saved as a Favorite. This makes it easier to find information users would like to be easily accessible over time, such as top Accounts. Inbox Navigation allows users to open an account or contact record while viewing an email in Outlook using the Tour de Force Outlook Toolbar. Appointments can also be created from an Outlook email via the Tour de Force Outlook Toolbar.

We all want to save time and sell more. Tour de Force allows you to save time by automating every day processes, freeing you to generate more sales to meet or exceed your 2016 sales goals! Please Contact Us for more information.

By: Rechelle Bischoff

Have you implemented a CRM system, only to struggle with user adoption? Is your sales team reluctant to use the system because it’s not convenient, takes too much time to update, or they simply don’t see any benefit in it? Or are you hesitant to invest in a CRM system, fearing it will fail?

Ask yourself the following 4 questions to determine whether your CRM system is a data entry tool that is destined to fail or if it’s actually delivering value to your sales team.

1. Does your CRM system provide one source for all customer and prospect data?

Unless your CRM is the core application that your sales team visits in order to find all key information about their customers and prospects, chances are they are viewing the system as a data entry tool. If the CRM is one of many applications that the team is required to use throughout the day, they are much less likely to use the system and will focus only on the mission critical applications that they can’t live without.

2. Does your CRM system provide immediate access to sales data?

Your ERP system is the backbone of your operations, tracking all sales, inventory, orders, quotes, etc. Many ERP systems, however, don’t deliver this information to your sales team in a usable format. While they may be able to access a past sales order, they don’t have access to analysis, trending, key performance indicators, or sales dashboards.

A strong CRM system that delivers value to your sales team will provide extensive integration with your ERP system in order to provide actionable business intelligence to your sales team: reports, analytics, dashboards, and other key sales data that will allow the salesperson to easily analyze where potential sales lie, and where they’re losing sales. This goes well beyond simple field mapping from the ERP system by making the data easy to review, analyze and pivot to find key elements and make decisions about which actions to take as a result.

3. Did your CRM implementation put a focus on your sales team throughout the implementation process?

Most CRM implementations place a heavy focus on training your users how to use the system. While this is an important part of implementing any new software application, successful CRM implementations will also focus on why your users should want to use the system. When implementing a CRM that will ultimately deliver value to your sales team and will become a mission critical application, make sure your implementation team focuses on the ways that the system will deliver immediate value to your sales team and addresses any reservations that they may feel regarding the new system.

4. Was your CRM system developed for your industry?

Many CRM systems are developed using a horizontal approach – they are designed to work in virtually any industry. While this is a great approach for a CRM vendor who wishes to penetrate many different markets, it often leaves the end user stuck with a feature set that doesn’t really match the way they do business. To truly deliver value to your sales team, it’s important to find a CRM vendor that knows your industry and is flexible enough to be able to address your organization’s unique CRM requirements. The way organizations approach their markets from a marketing, sales and customer service perspective should enable competitive advantages. A strong CRM system with industry focus should be a key enabler to delivering your business strategy and competitive advantages to the market.

If you have implemented a CRM system that isn’t delivering value to your sales team, it’s time to take a look at Tour de Force! Our CRM and business intelligence solutions were developed specifically for the salesperson in the wholesale distribution and manufacturing industries. Our focus on delivering value to the sales team has driven over 14 years of successful implementations delivered by an outstanding team with extensive wholesale distribution and manufacturing industry expertise and experience yielding a customer retention rate of over 95%. Contact us today to learn more!

By: Ashley Parinello

2016 Sales Planning

It’s that time of year again when sales leaders center their attention on building annual sales plans for the following business year. While throwing darts and crystal ball gazing are a couple of potential techniques to employ, here is a list of six key techniques and considerations which should yield far-superior results.

1. Consider trends, economic outlooks, and projected market growth.

Use this data to substantiate anticipated growth rates by industry segment, geography, etc.

2. Build at the top line and flow down.

This is the most simplistic approach. Create your top line sales goals and then trickle those goals down to the sales team. Goals can be created and distributed based on weighting factors, such as taking the prior year’s data and increasing goals by a set percentage.

3. Build by sales rep, territory, branch or region.

Build your sales goals at the individual team member level and then roll those goals up to help gain ownership from the players for delivering on their own commitments. However, a potential challenge can arise when there is a gap between the roll up of the bottom line numbers and the organization’s top line sales growth objectives.

4. Build by key products or product groups, customers, or customer groups, and/or vendors or vendor groups.

Key combinations can be planned utilizing a typical Pareto principle (20% of products, customers, and/or vendors produce 80% of the revenue or profit).

5. Add new markets or products.

Create a model based on an existing market, product, or product group for best approximation while adding into a previously existing mix.

6. Add new territories.

Model and analyze data to segregate accounts in order to create reasonable business volume to support a new sales territory.

Annual sales planning is a data-intensive process which requires correlated combinations of financial and account data with tremendous flexibility analysis options.

Tour de Force’s Sales Planning module combines extensive account data managed in Tour de Force with sales invoice line-item data gathered through standard integration with your ERP system to provide an easy and convenient way for you to analyze your sales data and set goals based upon your sales, profit, and growth objectives. For more information about Tour de Force and our fully-integrated software solution suite for Customer Relationship Management (CRM), Sales Force Automation (SFA), Business Intelligence (BI), and Business Process Optimization (BPO), please Contact us.

By: Dave Litzenberg

Sales Planning is an event that most Sales Managers and Executives approach with dread.  There are endless spreadsheets, files, and folders.  You may have to pull data from several different applications within your organization.  You have to deal with the frustration of waiting for sales people to turn in spreadsheets or compile data.

The CRM Sales Planning Module in Tour de Force CRM makes this once tedious process easy!

Tour de Force integrates to your ERP system, providing comprehensive reporting and analytics capabilities.  The Sales Planning Module allows you to enter sales goals by territory, region, customer account, or sales person.  It also allows you to create sales goals by product group or revenue category within each territory, region, customer account, or sales person. Once entered, you have real time analysis throughout the year on your actual versus goal without any manual updates to the plans. Goodbye spreadsheets!

Interested in learning more?  Join us Tues. Oct. 25th from 2:00pm-3:00pm EDT for a free webinar.  During this webinar, we’ll conduct an in-depth review and demonstration of the CRM Sales Planning Module. Spend an hour with us to find out how easy Sales Planning can be!

Sales Planning made easy with Tour de Force CRM Solution | This webinar was presented by Matt Hartman President/CEO of Tour de Force CRM.

By: Ashley Parinello

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