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Real World CRM Scenario

October 26, 2011

David the Brand New Salesperson

One of your key sales people has just left your company on very short notice. There were several critical projects in the works but you can’t find all the customer folders, the Word documents or any specific emails the departing salesperson was working on at the time of departure.

You have a new salesperson, David, all ready to go…but where does he start?

You know the drill…everybody pulls away from what they are supposed to be doing and digs around like crazy trying to find the pertinent data for David and his Sales Manager. David begins at ground zero, killing immeasurable time digging through the file drawers and reading outdated pushed paper reports that don’t have the key contacts or email correspondence, or even a good record of the call appointments and when these customers were last called on. It is a major time drain for your company and it gives your competitors a window of opportunity to attack your base of business!

There is a better way! Forward thinking companies are implementing CRM solutions that integrate directly with their company’s ERP system and Microsoft Outlook, including integrated Calendar Appointments, Tasks and complete email logging.

How does this help young David get a fast grip on his new territory?    Quickly and easily!

Within seconds he is looking at all his territory accounts in descending order of sales or gross margin – however he wants to look at them. He can immediately see what they have purchased this YTD versus last year and the year before. Sales trends jump right out at him.

A Fast Grip to Manage your Sales Team

Territory Account View in Tour de Force CRM

 

He quickly looks at his Open Opportunities, first by size of Opportunity, then by sales stage, and notices two accounts that look like they need immediate attention.

 

Open Opportunities Quickly

Opportunities Review in Tour de Force CRM

 

Within seconds David has opened “All Linked Records” for both these key opportunities. He now has complete visibility to all the activity and communication that’s taken place with each of these companies, including all of the emails sent to and from the contacts at these companies. He can see these contacts right in the CRM system.

Complete Visibility to all the activity and Communication

All Linked Items & Records

 

In addition he can see all the Quotations/Proposals, when they were sent, and to whom they were sent. David is quickly coming up to speed on these important Accounts!

Now he does a quick check of Activity – the place where all phone call and in-person call activities are logged.

This gives him the details he needs regarding conversations with customers, promises his company made, and what needs to happen next.

David can also see all the Calendar Appointments for each Account and who was on the invite list.

Within an hour or two, David the new Salesperson has researched his new territory, found the Key Accounts and researched the specifics unique to their particular Opportunities.

He can now meet intelligently with his Sales Manager to work out any last strategies for these Key Accounts and then initiate the calls to meet with these people in person. Nobody had to pull off their jobs to help him; nobody had to run reports; nobody had to search the old PC from the previous salesperson.   Everything David needed was right at his fingertips! And the best part is that he can do this from his PC, online or offline, his smart phone or his mobile tablet! He is on the go making money for his company the very first day!

Quick access to critical business data is just one of the many ways progressive companies benefit from CRM to maximize their effectiveness and increase their profitability.

Whether you and your company are brand new to CRM 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.

As the US leader in CRM for the distribution industry, Tour de Force CRM can provide your company with the competitive advantages you need to dominate your market.

Tour de Force has been providing CRM for the distribution industry since 2001. Their direct integration to distributor ERP systems allows distributor management and marketing teams to develop and execute on data driven sales and marketing campaigns. Tour de Force Mobile allows your sales team to be on the go and still have all the customer sales, contact and opportunity data they need to effectively drive your revenues and margins.

If you are looking for that competitive advantage through CRM and sales force automation solutions, please contact Tour de Force at (877) 285-4800 or visit us at www.tdfnewsite.dev 
 

Ashley Parinello

Ashley Parinello is the Senior Digital Marketing Specialist at Tour de Force and has been with the organization since 2010. She is a graduate of The Ohio State University.

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By: Ashley Parinello



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