CRM Solution Software

CRM Software Solutions

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CRM software blueprint
An Executive's Guide to CRM Software

SFA Benefits For Sales People

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Many SFA software implementation projects correctly take the time to identify and plan measurable benefits. However, many go afoul by only focusing on company or managerial benefits. To succeed in the inevitable sales person user adoption challenges, it is imperative to identify the personal and professional win's for the sales staff. In most cases, the most fundamental motivations for any salesperson center around two goals; money and winning.

Think about it. Sales professionals more than any other profession are competitive in nature and motivated by financial reward.

A good salesperson is inherently competitive. Victory is critical. Getting that lead to a client rapidly and collecting a correspondently large commission check are two primary objectives of any successful sales person.

Sales Force Automation software provides visibility, actionable information, automation, statistics, and valuable time saving tools for sales staff, which can help them edge out the competition. Daily agendas, prioritized activities, hot prospects, top sale opportunities and other key performance indicators help sales people spend their limited time in the most valuable areas. Lead to prospect conversion ratios, percentage of quota met over a period of time and a host of other metrics measure a salesperson’s performance at a point in time and over time and each can be tracked, managed and improved if a Sales Force Automation system is in place.

SFA software features support weighted qualification scorecards and improved discovery processes for sales prospects, a key factor in winning more sale opportunities as well as effectively managing more sale opportunities concurrently. For many sales teams, the sales process begins with prospect lists. Scrubbing the lists, importing the data, organizing the information, merging the suspects with marketing campaigns or sales actions, and ultimately achieving results all involve critical factors for winning sale opportunities and customers. A Not for Profit entity, for example, would market to a certain income level, but also to relatives of their current client base. A list composed of homes below the poverty level would be most inappropriate. Clearly, the Golf Channel should utilize income as a factor, but more important would be someone who is a member of a Golf Club. A list of Fantasy Football devotees would not yield as many wins as would a listing of Country Club memberships.

If the sales process is logically arranged and automated many distinctive and immediate benefits to the sales force occur. Enter the prospective list once, and it becomes available. Success rates for historical lists can be reviewed before purchasing a new list. Change the status of a company from a prospect to a lead at the click of a button and the information is immediately visible to the sales team. No re-entry of data or duplication of effort required.

Add in a centralized database and more advantages appear; co-ordination of activities. No two salespeople going after the same prospect, but simultaneously, if the situation so demands, the ability to draw in other team members. Everybody reading from the same real-time information repository.

Some CRM software solutions on the market today have feature sets which allow the coordination of the first contact with the prospect, automatic dialing of numbers on a list, or email templates for conducting an Internet campaign, or developing the script for prospect qualification. These are one-time activities during the software implementation and provide productivity benefits for all involved from the sales force to administrative and top executives.

Analyzing and specifying the sales stage for each sales lead focuses a salesperson’s activities toward closure. This can also provide essential information on losses or stalled sales opportunities. Another aspect of Sales 101, work the opportunities that are winnable in the current time period; and either defer the rest or move them to a nurture marketing campaign until the point in time where they enter the list of winnable opportunities in the current period.

Nearly every individual in the sales profession has to provide reports to a manager. SFA software solutions, even the most simplistic on the market, spit out a report bounty reducing the time spent on unproductive activities. Ask any salesperson to name the number one disliked responsibility of the job, and the most common answer is providing the weekly activity reporting or monthly pipeline analysis. SFA takes the tedium and time of crunching information off the salesperson’s shoulder, and lets the software drive it.

 

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CRM Introduction Real World CRM Executives Guide to SFA Marketing Automation Customer Support
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