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White Paper: Gain
Business Insight and Achieve Sales Success with CRM
Gain Business Insight and Achieve Sales Success with CRM
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Gain Business Insight and Achieve Sales Success with CRM
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3. Solution Description
In the beginning of the 21st century a change was taking place within the CRM Software industry, a new form of CRM was emerging and rapidly gaining credibility. This new form of CRM is known by different titles; On-Demand CRM, Online CRM and Web Based CRM among others and is delivered via the internet using the Software as a Service (SaaS) model which eliminates large up front software costs. With the emergence of On-Demand CRM Software small and medium sized businesses can now leverage the vast tools once only known to large enterprises to increase their sales success. On-Demand CRM Software allows a company to connect all areas of their business within a single platform making it easier than ever to view trends, create sales forecasts and allow multiple departments to work collectively. Allowing all areas of a business to access the same data using a simple login to a secure internet location can substantially increase the amount of successful sales for a business.
3.1 On-Demand CRM Tools for Sales
On-Demand CRM Software positions itself as the optimal tool for increasing sales within an organization with tools like Sales Force Automation, Lead and Contact Management, Account and Opportunity Management, Product Database and Quote Generation, Forecasting and Analytics and Commissions Management. These tools allow a sales department to increase their productivity by automating many of their processes while also providing them with a powerful real time analytical tool. From the moment a lead enters the sales pipeline all data is stored within a central database and can be tracked throughout their entire customer lifecycle. These are the areas of an On-Demand CRM system designed to increase the productivity of the sales department. When leveraged they will cut down on administrative work like data entry, lead assignment, quote generation among others allowing the sales team to focus on generating revenue. These tools are also an important part involved with a successful On-Demand CRM implementation, only when the sales department views the CRM as a tool and not a headache will the system become fully adopted.
3.11 Sales Force Automation
Sales Force Automation tools found within On-Demand CRM solutions can dramatically increase the productivity of a sales department. As found within the CRM User Behavior Study conducted by Salesboom.com it was found that workflow automation significantly increases sales when utilized. This feature can be used to help sales staff prepare for the future and accurately plan their sales approach with real time data and forecasting tools. These two aspects of sales force automation alone will help achieve sales success since all leads within the On-Demand CRM system will be tracked from the beginning of the sales cycle all the way through the sales pipeline. By tracking leads accurately sales staff can easily generate reports to recognize market trends and take a proactive approach.
3.12 Lead and Contact Management
Lead and Contact Management is a core aspect of On-Demand CRM Software and can allow its users to easily increase their productivity. These two areas of On-Demand CRM are essential when attempting to achieve sales success, they provide users with a central database where all lead and contact information may be stored, viewed and edited. With a complete view of leads and contacts, On-Demand CRM users may leverage tools like web capture forms to automatically import leads and contacts from a web site as well as automatic lead routing which will alert and send a lead to specified sales reps. The sited Salesboom.com CRM User Behavior Study found that utilizing Leads Web Capture Tools generates more deals then operating without Lead Web Capture Tools, ultimately increasing the success of sales. When sales reps operate in teams there can be some confusion, On-Demand CRM helps smooth this process with lead and contact grouping and shared calendars designed to keep all group members on the same track, this along with the fact that all data is stored in a single location allows sales teams to achieve the best sales success possible.
3.13 Account and Opportunity Management
A great benefit of using On-Demand CRM to achieve sales success is the amount of information and data that is at the finger tips of its users. Managing accounts and opportunities with On-Demand CRM allows users to locate opportunities with real time information about current accounts and their sales pipeline. It was found in the CRM User Behavior Study by Salesboom.com that 36% of sales users complete more tasks on time when using Real Time Alerts. On-Demand CRM can alert sales staff of big or at risk deals automatically and route the opportunity to the ideal representative ensuring the best possible sales success. Account and Opportunity Management within On-Demand CRM will also remove most administrative work by allowing sales staff to manage data in masses or share accounts with other team members. With On-Demand CRM users have the most information available with the least amount of administrative and organizational work.
3.14 Product Database and Quote Generation
The ability to work fast without sacrificing quality is key to generating successful sales, On-Demand CRM promotes sales success in this area with features like product database and quote generation. A product database found within On-Demand CRM will provide a quick reference area for sales staff to view current offerings along with pricing. The product catalog will ease processes for sales by grouping related products making it easier to up and cross sell or generate quotes for clients. The ability to generate quotes quickly will save time allowing sales staff to focus on their client instead of crunching numbers, ultimately increasing productivity.
3.15 Forecasting and Analytics
In order to achieve sales success On-Demand CRM has tools that allow accurate and up to the minute reports to be created providing users with the information needed to optimize sales efforts. Real time updates as leads enter and advance through the sales pipeline provide information needed to track success of individual staff, teams, campaigns and opportunities; this tool is great for increasing the success of sales by allowing users to zone in on the most productive areas as well as track their own sales growth.
3.16 Commissions Management
A highly motivated sales team is the number one necessity for achieving sales success and knowing their commission amount can be one of the biggest motivators. On-Demand CRM allows managers to set individual commissions programs and allow them to track their staff to see who the most productive employees are. Commissions can be generated automatically for quick reference and can be compared to any other historically period to track progress and encourage growth in a sales team.
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PDF:
Gain Business Insight and Achieve Sales Success with CRM
Learn how to Increase Sales Efforts without Spending Money
