Manage Sales Effectively & Efficiently
Driving sales revenues to meet or exceed company goals is the primary responsibility of most sales managers. Effectiveness in this role can make or break a company’s financial year. The stakes are very high for all involved…
…yet most companies do not provide their sales managers with live customer sales data (from their ERP systems) and current sales pipeline opportunity management (from their CRM) in a simple, combined way that allows sales managers to excel in their roles.
Progressive companies have moved to CRM platforms that enable an integrated sales management approach fostering excellent salesperson “Coaching” by their sales management personnel. The best of these platforms integrate fully and seamlessly with company ERP databases.
Immediate benefits can be gained with tools as simple as Alerts & Notifications that give sales managers all the live data they need to easily see sales performance, assess current actions by sales, and enable constructive coaching sessions with the sales personnel to drive sales faster and compress the sales cycles. The net result is increased effectiveness from the sales force and new respect for the sales managers from the salesperson’s viewpoint – they are now working constructively as a team to maximize sales.
Here are some simple examples of Alerts & Notifications that can be automatically sent to the appropriate managers on a daily basis by email. No formatting or pushed reports from IT or Operations are needed.
To see more, all the manager has to do is click on the Open link and they are whisked right into the CRM database for the appropriate Account, Opportunity, Activity or other record type that is listed in the Alerts & Notifications. Now they can see any detail they want. This saves invaluable time searching through databases or pushed reports looking for key data. Alerts & Notifications can be set to provide this data to your sales management team on a daily basis or when certain events occur.
Here are some more examples of what is possible when your CRM is integrated seamlessly with your business system ERP:
Imagine the coaching possibilities if this type of data was available for your management team on a daily basis! Envision your sales manager being able to look at key metrics like these on a regular basis – without having to dig through numerous systems and files. Here are just some examples of what is possible:
- All Pipeline Opportunities that have not moved forward in the sales stage process for the last 30 days.
- All new Opportunities just entered that are over $5,000 (gives you a reason to strategize with sales to up the odds of closing).
- All customers that are currently running below 70% of last year to date.
- All “Key Accounts” that are not tracking at or above YTD Goal.
- The number of customer Sales Opportunity related calendar appointments scheduled in the last 30 days – by each individual salesperson.
- All open Opportunities scheduled to close within 30 days.
Alerts & Notifications also allows you to set up email alerts when certain events occur in your business system ERP or your CRM. This means selected people or groups could be alerted when, for example, any new customer order for over $5,000 is received. The Salesperson can now immediately call and thank the buyer, as can company management, building customer rapport and loyalty.
Alerts & Notifications can be set up to alert any individual or group on any data occurrence selected by management. The possibilities are limitless!
Of course, with a CRM that is integrated with your business ERP system data, the manager can easily dig in and find anything he/ she wants about Accounts, Contacts, Pipeline Opportunities, Branch, Territory & Customer Sales Data vs. Goal YTD and anything else within your ERP database and your CRM. Pretty powerful stuff!
Alerts & Notifications are just one of the many ways that forward thinking companies are dramatically increasing their revenue streams and their company profit.
Whether you and your company are brand new to CRM and sales force automation, or you are an experienced user, Tour de Force CRM is glad to assist with consultative business and technical support designed to help you maximize your company sales and effectiveness.
Contact us today for more information.