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Sales Force Automation CRM Solutions
Each of these sales force
automation CRM solutions are grounded in best practices collected from hundreds of thousands of sales professionals supported over three decades. You will increase the velocity of your sales cycle, eliminate sales bottle necks and maximize your sales team’s effectiveness in less than 30 days.
Baker Sales Systems will help you:
- Significantly expand
the capacity of your sales, marketing and
business development teams
- Improve the
efficiency of your sales prospecting funnel
- Dramatically decrease
your sales cycles
- Promote selling
clarity, motivation and sales proficiency
- Expand the geographic
reach of your marketing, sales and customer
services organizations
- Dramatically reduce
the time required to roll out sales improvement
initiatives
1. Executive sponsorship - if the CEO hasn't bought into it - don't do it.
It is critical that everyone in the organisation is aware that commitment to
the project comes from the top. The commitment needs to extend down to
directors and senior line managers. They need to project an image of
commitment and support - "we're going to do this and we're going to help you
to be successful in using it".
2. External Assistance - unless you have one of the world's leading CRM
experts tucked away in the Accounts Office, don't do it by yourselves. CRM
is a big field and its reach is deep into the organisation. Get in people
who eat, sleep and breathe CRM.
3. Involvement - you need to get your people involved. Designing and
implementing this from a top down approach will be seen as simply that....
management foisting another system on us. Find the middle managers and
significant influencers, especially in the sales team, and put them on the
design and implementation project. Get their buy-in, make them evangelists,
give everyone the feeling of ownership.
4. Don't do everything at once - CRM can have a deep reach into an
organisation, especially if it involves sales, marketing and service
automation. Implement incrementally to avoid confusion and over extensive
change resistance. Do sales first, then service, then marketing (or
marketing then service... but usually sales first).
5. Post-implementation Support - You can train people extensively before the
system goes live. But when push comes to shove, people will forget what they
were taught and start to use the application in the way that they are
comfortable with. This is plain wrong. Unless there is a common approach to
the data that needs to be recorded and a common approach to how it is
recorded, then the main value of the CRM is lost. So, post-implementation
support monitors and mentors users after the application goes live. Those
first three months are critical.
6. Encourage user feedback and act on it - Communicate with your users and
let them know that not only were they involved with the design of the
application, they're also involved in the running of it. User buy-in is as
critical as executive sponsorship. Don't ignore users just because you've
gone live.
7. Don't be rigid - Even the best implementations will need tweaked in the
light of user experience.
8. Don't set unreasonable expectations - You're not going to be a
customer-centric organisation the day after you go live. It takes months for
data to be accumulated and adjustments to be made in the light of
experience.
9. Training should be extensive - half an hour per person is not enough.
Every user should attend training before they are allowed access to the
system. Ideally training should communicate purpose and evangelize as well
as educate. Training should be structured, hands-on, contain exercises to
consolidate learning and have opportunities for delegates to ask questions.
10. Spend time on Design - Most CRM applications take the kitchen sink
approach. They have fields to capture every conceivable fact about customers
and the processes that support them. User adoption will plummet if users
have to plough through a myriad of redundant fields to get to the ones that
they need. It will plummet even further if they can't reflect the needs of
their own business because no fields are available to capture the
information. Spend time going carefully through the application (see 3
above) taking out that which isn't needed and putting in that which is.....
and be prepared to change this after you go live (see 7 above).
11. Enjoy it! - Yes, we know we said 10 rules, but rule number 11 is
important too - A well-implemented CRM application will deliver extensive
information benefits to you and to your customers. It will improve
information flow, process efficiency, customer retention and customer
satisfaction. It will make information much easier to find, build
collaborative teamwork and reduce duplication of information and effort. And
that's something worth smiling about.
Source: Greg Soper link
Contact us for a free sales and marketing consultation on the effectiveness of your current go-to-market strategies and to discuss how our RevGen
Sales Systems can improve your bottom line.
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