Sep 26,2013 by JohnCheney

Learn why NFPs should be replacing legacy contact management databases with next generation CRM systems.

Not for profit organisations (NFPs) need to minimise operating costs wherever possible to ensure that their activities generate maximum return. Unfortunately this means many businesses skimp on contact management systems. But choosing a limited functionality option could actually be less efficient, and therefore more costly than full-blown CRM systems.

 Is CRM the new membership management for NFPs

Address books aren’t enough

Despite having hundreds, if not thousands of members and subscribers, many NFPs rely on small-scale solutions to store their details. It is not uncommon to find them using:

·       Outlook address books.

·       Excel spreadsheets.

·       Custom Access databases.

·       Small-scale contact management systems.

The problem with any of these systems is that they may be great for keeping membership details, but they are pretty poor for advanced membership management.

Worse still, each of these “solutions” requires significant manual intervention. Staff will need to manually update membership status details, address changes and other personal information to ensure that:

·       Information is completely accurate.

·       Information meets Data Protection Act standards.

However each time data is re-keyed or copied from a letter or email, the chances of a typographical error increase exponentially. Worse still, data stored in the contact management database is not available to be shared with other systems throughout the organisation.

“Centralising all of an organisation’s customers in a single system is the preferred method of providing a “single supporter view” which is often mentioned by NfP organisations… Holding one central master record on each customer has numerous benefits: data is held once, as one respondent put it “there is one single instance of the truth”, data is entered once, data is updated once, there are no integration issues with one database communicating with another to keep records synchronised when an update is made on one, data is always up-to-date as the first person to be notified of a change of customer details, e.g. a change of address, makes the change on the database. The “single instance of the truth” has benefits in terms of making it easier to comply with the Data Protection Act and in cost reduction through a lessening of maintenance tasks and staff time.” – Towards a Taxonomy of Reusable CRM Requirements for the Not For Profit Sector – Peter Flory.

CRM systems provide the ability to store contact details, organise and execute donation campaigns and provide mechanisms to simplify membership data update.

Simplifying mass-mailing

With a traditional membership management system, a mass mailing can also be a massive undertaking. Filtering the members who need to receive a renewal letter, for instance, often requires a staff member to physically check records before the mail merge can be performed.

Using CRM systems, details of membership status, renewal dates and subscription fees can all be stored within contact records allowing for quick and easy status reporting. Similarly renewal letters or emails can be set on a schedule so that they are sent automatically each month without intervention.

“The more processes that can be automated the more time staff have to spend on relationship building with their customers. Workflows should be defined wherever possible so that tasks in a sequence are initiated automatically” - Towards a Taxonomy of Reusable CRM Requirements for the Not For Profit Sector – Peter Flory.

Website integration

The manual management of membership details is a weak point for any NFP. Mistakes can and do happen, leading to failed membership renewals or missed donations. Worse still, where mistakes become commonplace, NFPs may find that they begin to lose frustrated members, further reducing organisation effectiveness or fundraising potential.

Using CRM systems that hook into your organisation’s website, it becomes possible to capture new contact details directly from an online form or self-service web portal. In this way you can grow your contact list and be sure that the details are correct because they have been entered directly by the interested party. Similarly existing members can be encouraged to log in and update their own details as and when they change, thereby ensuring that contact data is accurate. Your members will probably even prefer contacting you in this way.

“Just 28% of consumers prefer contacting companies by phone vs. using the Web for routine answers.” - Forrester Research

Where contact management systems were once sufficient for Not For Profit organisations, CRM systems are now the logical platform of choice because:

·       CRM systems reduce the number of systems required to store members’ data.

·       One centralised member record makes data management simpler and cheaper.

·       Automated contact systems make it easier to keep members informed, establishing closer relationships.

·       Self-service data update services suit members and reduce your administrative overheads.

 

Be more cost and time-efficient when it comes to member management. Download your free eGuide now: CRM and membership management for NFPs - a practical guide

CRM and Membership Management for NFPs \u002D a Practical Guide

 

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Jul 03,2013 by JohnCheney

The relationship between buyers and sellers is key to growing your business. Here’s how to avoid making costly mistakes...

 

Why customer engagement is YOUR responsibility

 

Many businesses underestimate the true value behind CRMs and their power to drive sales. If you don’t have a CRM in place, consider this: a study from Wharton professor Peter Fader examined thousands of buyers over the course of several years in an effort to see how relationships between buyers and sellers evolve. They concluded that buyers fall into one of these three categories:

 

Old FaithfulsOld Faithfuls

These buyers have purchased your product from you for years. It’s not much money, but it comes in reliably. Sales reps might work hard to get additional revenue from them at first, but after a while the account ends up on the back burner in favour of more promising prospects.

New KidsNew Kids

Like the name suggest, these are new customers. Sales reps tend to focus on these customers the most.

Troubled AccountsTroubled Accounts

Clients who used to be big spenders, but recently cut back how much they buy. They don’t appear to be interested in going back to being a “big fish” anytime soon.

 

You might think that the Troubled Account is the one most likely to head for the door. But research suggests it’s actually Old Faithful.

Old Faithful accounts pay their bills, don’t make a whole lot of noise, and don’t seem all that interested in new products or upgrades. They may seem perfectly content with their current status as a buyer.

But Old Faithfuls aren’t really content. They’re just not paying attention. Sure, you send them a bill, and they send you a cheque. But that cheque is arriving more out of habit than anything else. They aren’t engaging with you or your product, and they might as well have forgotten you and your product even exist.

How do Old Faithfuls end up that way? Usually it happens when sales reps allow a customer’s behavioral cues to influence how much effort goes into an account. That’s a costly mistake. The most successful sales reps know that customer engagement is their responsibility, not the customer’s. That means staying engaged with every customer and prospect, not just the ones who are enthusiastic.

If you’re tempted to leave a disengaged customer alone, remember: disengagement is always deadly. If there’s no engagement between you and the customer, there’s no relationship. And no relationship means no customer. Utilise your CRM to keep you engaged and reap the benefits!

Michael Boyette has worked for Fortune 500 Companies such as DuPont, Tyco Electronics, and US Healthcare managing PR and marketing programs.  Currently, Michael is the Executive Editor of Rapid Learning Institute and writer of the Top Sales Dog blog.  You can connect with Michael via Twitter @TopSalesDog

For more customer engagement insight, download our eGuide Customer Experience Management: a business owner’s guide

Jun 21,2013 by JohnCheney

Poll: What’s the Best Way to Make Sales Teams Use the CRM Solution You’ve Invested In?

 

Workbooks Poll

 

 

Jun 19,2013 by JohnCheney

Secrets and Lies: What’s Your Sales Team Keeping from You?If your sales team are still tracking their pipeline and deals in spreadsheets instead of your shiny, new CRM, follow these tips to get them sharing.

Sales departments can seem like secret societies sometimes, with everyone furtively whispering in corners and closing down their screens when colleagues approach their desk.

So with everyone wanting to keep their sales deals to themselves, how can you get them to use your new CRM? The benefits to you of this increased transparency will be manifold:

  • You’ll know exactly what all your staff are doing
  • Forecasting will be easier, as you’ll be able to see what new deals are in the pipeline
  • You’ll be able to reward high performing salespeople, as well as help any poorly performing members of staff by offering them more training

 

 

Before we go on, we’d better be honest with you. It won’t be easy: a LinkedIn poll of Sales Managers revealed that (at time of publication) 50% of their teams weren’t using their CRM for Sales in the way they wanted them to.

First, let’s look at the reasons why your team might be reluctant to share their information in the CRM...

Reason 1 - They are afraid of critical reviews of their deals

Reason 2 - They believe that their value to the organisation will be diminished if their contacts and pipeline are no longer their secret domain

Reason 3 - They are uncomfortable with the technology and don’t see how it can add value

Reason 4 - They just can’t be bothered

So how can you make them care and want to engage with the CRM sales system? It will be worth your while - research by Towers Per­rin indic­ates that highly engaged sales employ­ees gen­er­ate 19% higher oper­at­ing income.

The latest thinking on employee engagement for CRM is all about gamification - and building in challenges, incentives and rewards to encourage adoption of the behaviours that will help your business get the most from the solution.

CRM Insights has developed some gamification tips that use psychology to increase sales and adoption rates. They are:

  • Weave gamification into your company’s sales methodology to help set targets and track related achievements.
  • Encourage and reward people for pursuing actions that you know are the right actions.
  • Reward the desired behaviour with points.
  • Use leaderboards to foster friendly competition between individuals and teams.
  • Boost CRM performance further with different achievement levels and create unique rewards for each level.
  • Incentivise sales people to target the right people - not just the ones who will take their calls.

Sales people are naturally competitive and will want to be seen to be achieving in an internal challenge.

So even though it might seem like encouraging people to play at work is the last thing you’d want to do, it can really reap rewards.

The Game On: Gamification Strategies Motivate Customer and Employee Behaviors article in CRM magazine has tales of 100% employee engagement in such initiatives, resulting in team members being excited to get to work and see what levels they’d achieved.

So make your CRM for sales work for them by scheduling some play time into the working day.

Just for laughs, download our eGuide The 30 most ridiculous sales motivation tips ever!

 

Jun 12,2013 by JohnCheney

Membership management systems just can’t give you what the Workbooks CRM can... we compare the functionality of the two solutions. 

How can Workbooks help me manage my membership and even boost engagement to help my business excel?

 

Membership management databases vs Workbooks CRM revised

 

Managing the membership database:

Membership management database

A standard membership management database:

  • Stores general contact details and subscription information for each of your members
  • And that’s about it

 

Workbooks

Workbooks CRM allows you to:

  • Maintain compliance with the Data Protection Act
  • Keep extended information to give a complete picture of each member
  • Provide better targeted, more relevant offers and updates to members
  • Help keep them coming back for more!

“Personal data shall be accurate and, where necessary, kept up to date.”
Principle 4 of the Data Protection Act

 

Keeping data current:

Membership management database

Usually, your membership management database should contain most of the information you need to keep on top of your members. As long as:

  • You remember to keep it up to date
  • You continually email and phone members to verify your data

Workbooks

Workbooks CRM allows your members to:

  • Easily update their own information, such as change of address or mobile number, via your website
  • Manage their communications preferences, making sure they receive the messages they actually want from you
  • Your team can then use the time saved to exploit that data, improving your customer service and marketing

“By 2020, customers will manage 85% of their relationships without talking to a human.”
Gartner Research

“Seventy-five percent of the organizations surveyed admitted that defective data had a negative financial impact on their business. Fifty percent incurred extra costs to reconcile data.”
CRM Data Strategies: The Critical Role of Quality Customer Information – Gartner

“Just 28% of consumers prefer contacting companies by phone vs. using the Web for routine answers.”
Forrester Research

 

Communicating with members:

Membership Management Database

Using the stored contact details, you can:

  • Send out routine newsletters
  • Mass mail special offers

Unfortunately, there will be little or no personalisation, and almost certainly a lot of time-consuming manual intervention.

Workbooks

Workbooks CRM does all this and allows you to:

  • Store details of incoming communications so you can see the membership history of every single contact at a glance
  • Record both sides of your interactions giving a true picture of your relationship with each member

“Nurtured leads make 47% larger purchases than non-nurtured leads.”
Lead Nurturing, the Secret to Successful Lead Generation – Aberdeen Group

 

Segmenting your audience:

Membership Management Database

Although you have many relevant details about your members, you cannot split them into groups of shared interests, geographical regions or even gender. Any mailings sent will therefore be:

  • Generic
  • Boring
  • Irrelevant
  • Deleted unread by your members

Workbooks

Workbooks CRM allows you to:

  • Subdivide your membership quickly and simply, any way you choose
  • Gain better insight into your members, targeting them with information and offers they actually want to read
  • Increase sales, thanks to better targeted communications and offers

“Segmenting customers results in a 9% improvement in email click-through rates, a 9% improvement in conversion rates and a 5% rise in customer retention rates.”
Email Marketing: Get Personal with Your Customers – Aberdeen Group

“50% of Best-in-Class companies use the information collected within their customer profile dataset to personalise email campaigns.”
Email Marketing: Get Personal with Your Customers – Aberdeen Group

 

Automating membership processes:

Membership Management Database

Your membership management database might record important anniversaries, but:

  • Important anniversaries will need to be followed up manually
  • Renewals need to be sent and processed manually
  • Some dates will inevitably be missed or forgotten on occasion because of the manual labour required

Workbooks

With Workbooks, key membership routines can be automated and members notified automatically, including dates like:

  • Renewal notices
  • Birthday offers
  • Membership upgrades
  • Process membership expiry and renewal information

"There is nothing so useless as doing efficiently that which should not be done at all."
Peter F Drucker, American management consultant

 

Planning and managing events:

Membership Management Database

You have your member’s details to hand and possibly even a calendar for noting important dates. But:

  • You can’t tell who is invited to a course because your contacts and calendar are not integrated properly
  • You don’t know who has RSVPed
  • You have no idea which invitations need chasing up

Workbooks

Workbooks CRM allows you to:

  • Schedule events and training sessions and the resources required
  • Email or post invitations and registration forms automatically to members
  • Record details of guests attending and any personal requirements
  • Easily follow up outstanding invitations

 

Takeaways

If you don’t upgrade from a membership management system to CRM software, you’re missing out on:

  • The opportunity to keep extended details on your members
  • Easy data upkeep
  • Communication opportunities
  • Easy audience segmentation for marketing campaigns
  • Automated membership processes
  • Easy events management and promotion

Download our Shared Success Program eGuide - to discover how we can guarantee a successful CRM implementation in your business.

 

Jun 05,2013 by JohnCheney

BYOD is opening corporate data to personal devices – what are the benefits and pitfalls of this strategy?

Bring Your Own Device – the state of play

Bring Your Own Device (BYOD) is a concept that has been gaining popularity in recent years, thanks to the prevalence of smartphones and tablets.

  • 74% of companies already allow some form of BYOD usage (Enterasys survey)
  • IT groups typically underestimate by 50% the proportion of employees using their own devices for company business (IDC 2011)

But what could it mean for your business and CRM system?

 Stop: How Does the Bring Your Own Device Trend Affect Your CRM System?

Pros – Yes! Bring your Own Device

  • Those who use mobile devices for both work and personal matters put in 240 more hours a year than those who do not
    (
    Roger Bjork, director of marketing for Dell Enterprise Mobility Solutions)
  • Mobile devices facilitate any time, any place access to your CRM system
  • Staff can be productive wherever, whenever
  • Reduced company outlay for mobile devices
  • Increased business resilience – your business can operate even if your office is closed
  • Data in your CRM system can be updated immediately, ensuring it is up-to-the-minute accurate

 

Cons – No! Don’t Bring Your Own Device

 

What you need to know

  • In 2011, 53% of businesses had seen productivity improvements of more than 10% thanks to the use of personal devices at work
  • A further 16% of businesses reported increases of more than 30%
    (Cisco Systems,
    The Expanding Role of Mobility in the Workplace)
  • If your business is not already in the 74% of those implementing BYOD, you could already be at significant competitive disadvantage

 

Final thoughts

  • Throwing your CRM system open to BYOD is a significant cultural departure from traditional IT security concepts
  • But the potential increases in employee productivity and revenue could make it a serious game-changer for your business

For more tips, download our free eGuide IT Director’s guide: using technology to unite the business now!

 

May 29,2013 by JohnCheney

How to Improve Cashflow with Early Payment DiscountsGetting paid is one of the hardest tasks for any organisation. Late payment of invoices has a huge impact on cash flow, particularly for SMEs. One way to encourage customers to settle their accounts quickly is by offering early payment discounts – a percentage reduction on the bill when settled in advance of the payment deadline.

Your business needs payment as soon as possible.

An unpaid invoice on your balance sheet costs your business through:

  • Debt interest
  • Administrative costs
  • Wasted time

Convincing clients to pay early reduces the administrative burden of processing invoices, helping lower your business running costs and improving the health of your balance sheet.

“Results from over $170 billion of spend processed in JPMorgan Xign's business settlement network show that on average 30 percent of suppliers will select discount terms if offered to them.”
Financial Services Technology

 

 

Your business needs to ensure it is paid. 

In these austere circumstances, every business is struggling to pay its invoices. Your customers will have several debtors, each of whom is lobbying for payment. By offering an early payment discount:

  • Your business jumps to the front of any queue for payment
  • Your business is much more likely to receive payment from a customer who is struggling financially

“In an environment where insufficient liquidity was cited as the prime determinant of payment delays, the impact on businesses has been that over 30% of the survey respondents’ invoices fell overdue, placing an unwelcome strain on cash flow.”
Atradius Payment Practices Barometer 2011

 

Delayed payments are riskier

Most businesses are struggling with cash flow issues. The longer a payment remains outstanding, the greater the risk the debt will never be repaid. Offering an early payment discount encourages debtors to pay sooner rather than later, helping to minimise the risk of non-payment.

“Once a receivable is 120 days past due, there is a 20% chance that it will never be collected.”
The Business Owner

 

Your business will have more working capital available

Whenever a payment is received, your business has more working capital available. By encouraging early payment of invoices, your business:

  • Can invest in business improvement schemes for increasing future revenue
  • Can settle invoices and avoid late payment charges
  • Can pay down debts

“Excessively late invoices accounted for 6.0% of domestic and 5.3% of foreign receivables.”
Atradius Payment Practices Barometer - Results Spring 2012

 

Lowers your own borrowing costs

With more cash available, your business immediately benefits by:

  • Having to borrow less cash
  • Having more cash available for investing in business development
  • Reduced borrowing costs and interest payments                                

“Survey respondents in Western Europe posted an average DSO of 51.4 days, which is notably higher than the average payment term (38 days) reflecting the volume of invoices that are paid late.”
Atradius Payment Practices Barometer - Results Spring 2012

 

But where does CRM software fit into early payment discounting?

By uniting CRM and Accounts Payable data, your business gains even greater insights into your customer base. This helps you marry up sales opportunities with your understanding of their financial situation. CRM software helps:

  • Identify clients who would most benefit from early payment discounts
  • Identify opportunities for using early payment discounts as a “sweetener” for larger orders from existing clients
  • Track full communications history between you and a customer to assess the efficacy of early payment discount offers

CRM software provides the tools needed to bring Accounts Payable and Sales departments into closer collaboration for the benefit of your business and your clients. Early payment discounts are just one tool to help keep your business financially solvent, and CRM software can help you keep a handle on its success.

Download our free eGuide Where is the value? A finance director’s guide to CRM now!

 

 

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May 15,2013 by JohnCheney

Want an easier working day? Better sharing of information, better customer experience management and fewer manual tasks? Leading marketing and advertising agencies are discovering that marketing automation is giving them the power to outflank their competition.

Operations Director at EST Marketing, Michael Starnes, said:

“Workbooks has already helped us improve the way in which we manage our prospects and sales pipeline. We have seen a noticeable difference in our productivity levels and in how we prioritise our days. We are touching clients we might not have touched before; and more importantly, we are touching them at the relevant stage of the sales cycle – with relevant information. This has directly resulted in more work.”

Here are the steps you can take to automate your marketing, improving your customer service and your profits in the process...

 

Seven steps to heaven marketing automation with a CRM system

 

Step 1. Automate (or offload) data cleansing and updating:

  • Use CRM automated de-duplication tools to clean up customer records with minimal fuss
  • Customers can update their own information via your website, giving them greater control over their preferences

“By 2020, customers will manage 85% of their relationships without talking to a human.”
Gartner Research

Step 2. Aggregate all of your customer data into one repository for ease of use and better analytical options:

  • Pull together your existing databases, spreadsheets, documents and even your existing marketing automation platform data into a single CRM system
  • Reduce the time taken to retrieve information and carry out analysis

“With a conflux of databases storing information on a single customer, organizations seeking to provide a universal view of customer information, and therefore a more complete service experience for the end customer, must deploy knowledge-powered central databases that can store and automatically present all important and relevant data for a customer.”
Brian Kelly, destinationcrm.com writer

Step 3. Generate a complete picture of every contact for better lead nurturing and targeted customer communications:

  • Track previous purchases for every customer
  • Track customers who have stopped spending money with you
  • Gain a total overview of client likes and dislikes
  • Target communications and offers accurately based on these preferences

“Nurtured leads make 47% larger purchases than non-nurtured leads.”
The Annuitas Group

Step 4. Use analytical tools to automatically segment members based on interests for marketing efforts:

  • Gather clients into target groups based on any metric of your choice; location, purchase history or gender, for instance
  • Track the effectiveness of each message to see what does and doesn’t work, helping to tune future marketing efforts
  • Link your existing marketing automation platform, or use the included Workbooks tools according to your own preferences

“Highly relevant email messages can generate nine times improvement in revenue and 32 times more improvement in net profit over non-segmented broadcast campaigns.”
JupiterResearch

Step 5. Move customers through the sales pipeline:

  • Know exactly where each customer is in the buying cycle at a glance
  • Find out where the lead came from in the first place
  • Use that data to provide the right information automatically to move them towards the final sale
  • Send automated emails triggered by each move along the pipeline to keep the sales process moving

“Event-triggered marketing can potentially save 80% of your direct mail budget.”
Gartner Research

Step 6. Automate email and mass mailings to keep existing customers “warm”:

  • Automate offers for customers based on their preferences and to keep them engaged
  • Use analytics like wish lists and abandoned shopping carts to re-engage with customers
  • Boost loyalty with ongoing, targeted messages sent direct from Workbooks or through a third party system

“A 5% increase in customer loyalty can produce profit increases from 25% to 85%.”
Frederick F Reichheld and W. Earl Sasser – Harvard Business Review

Step 7: Heaven

Increase company revenue:

  • Put it all together to improve your turnover and profit
  • Improve customer service and satisfaction
  • Keep your customers coming back for more

“CMOs who invest in marketing performance management will drive at least a 15% increase in revenue for the company.”
Gartner Research

To do list

  • Automate data cleansing and updating
  • Keep all your customer data in one place
  • Keep detailed information about customer behaviour
  • Use segmentation for marketing efforts
  • Track your customers as they move through the sales pipeline
  • Automate emails
  • Increase your revenue as a result!

Download our Shared Success Program eGuide - to discover how we can guarantee a successful CRM implementation in your business.

 

May 08,2013 by JohnCheney

Transform your sales team with software5 tips thumbnailIf your sales team is in need of motivation, new software could be the answer...

Want better sales results? Of course you do!

Getting the right CRM solution can transform your sales team, in terms of:

  • how they work
  • their motivation levels
  • the results they get

 

Not convinced yet? Read on for our top 5 reasons for investing in a Cloud CRM solution...

 

 

Reason 1. Save Time

The right CRM solution can automate time-consuming, but important, tasks such as:

  • scheduling sales appointments
  • sending follow-up letters and emails
  • tracking contacts
  • updating sales opportunities

The right CRM system can give you ‘web2lead’ functionality - which means you can automatically manage leads from your website. They can then be assigned to the relevant sales queue or sales rep, efficiently organising how you manage your lead opportunities.

Reason 2. Improve Customer Service

The best CRM solutions integrate marketing, sales, finance and customer support activities to give a holistic view of the customer relationship.

So with all of this information at their fingertips, your sales team can have better informed conversations with your customers and, therefore, can deliver a better customer experience. Your sales team has immediate access to marketing data to see who’s been sent what, and whether they responded to it. No customer wants to receive a call from the sales team if they've just been on the phone to support with an issue.The right CRM analyses a customer’s recent activity, and makes sure this doesn’t happen.

By keeping the finance team in the loop as well, your sales team can see if their customers are paying up on time and step in to help if there is an issue. A tardy payer will be much less likely to fob off someone they have a relationship with than an unknown caller from finance.

Reason 3. Increase Revenue

Freeing your sales team from mundane admin tasks means they can make more sales calls, which:

  • generates more income for the company
  • generates more income for the team member
  • increases employee satisfaction and profits

CRM can also easily reveal which customers deliver the most profits or buy the widest breadth of products. This information means your sales team can focus on promoting the most relevant products or services based on a customer's purchasing history.

“Over 62% of people polled in the UK held a deep rooted cynicism towards companies and felt that companies are only interested in selling products and services but not necessarily the product or service that is right for the consumer.”

Socializing CRM eGuide

Reason 4. Improve Opportunity Management

CRM can help improve opportunity management with:

  • Competitive intelligence features that track competitors' activities so your sales teams can spot - and act on - competitive threats and opportunities
  • Information from online queries or the website fed into the CRM automatically for speedy follow-up and an increased chance of conversion
  • Tools that allow you to track potential customers, their executives and activities, as well as any meetings and possible matches between your offerings and prospects' needs
  • Integrated marketing materials, research reports or data from other disparate sources to better equip salespeople

Only 6% have integrated their CRM with social data.

Scribe Software research of 300 IT and business leaders, quoted on IT Business Edge

Reason 5. Manage Sales Teams Better

With the right CRM, Sales managers have:

  • Immediate access to each salesperson's activities, opportunities, sales figures, customer complaints and other metrics used for measuring success and sales revenue
  • Tools to develop sales reps' territories, without running the risk of too much - or too little - coverage in a given area
  • The ability to select the optimal individual to follow-up on a particular lead, based on geography, expertise, performance or availability. By immediately connecting prospect and salesperson, a lead is more likely to become engaged, and ultimately buy
  • The ability to spot potential issues, such as an under-performing team member, and take steps to address them before they become a problem

Research by Towers Per­rin indic­ates that highly engaged sales employ­ees gen­er­ate 19% higher oper­at­ing income.

Research quoted on growthengineering.co.uk

So, we’re sure you’re convinced now - CRM for sales really can transform your results!

Get fun ideas for transforming sales results in our eGuide: The 30 most ridiculous sales motivation tips ever!

 

 

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