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
There was a time, long ago, when that sort of situation might
have been acceptable, or at least understandable. After all,
leads were often received on cards - slips of paper that
smeared, tore, were lost, or otherwise stopped being useful.
These days, however, there's just no excuse.
Customer relationship management, through sales specific
software packages and company wide databases, has become so
cheap, convenient, and easy to use that no producer should ever
miss out on an opportunity simply for lack of follow-up. And
yet, they do.
I know, because in my 20+ years as a sales trainer and speaker,
I've visited hundreds of sales departments across North America
and beyond. I've watched firsthand as thousands of salespeople,
and more than a few sales managers, have struggled to find even
the simplest details about their prospects and clients. That's
not good enough.
Here's how to put the power of customer relationship management
to work, and to stop leaking commissions out of your contact
list:
Learn to use the software... and then use it:
Whether you have to use your own CRM software, or the company
provides it for you, learn exactly how it works. Take the time
to read a manual or attend a seminar. It's probably going to be
boring, but what you'll learn has the potential to save you
hundreds of hours - and tens of thousands of dollars - in the
coming years.
Once you know how to use the software, do the smart thing and
start using it. Don't just log in your biggest accounts, or
schedule the biggest meetings; get used to putting all the
details into your CRM system. As with most things in sales, our
success or failure is going to be determined by our ability to
master habits, so get used to doing things the right way.
Overcome procrastination:
If you have a conversation, note, or fact you should include in
one of your client files, then do it now. Don't wait five
minutes, or even five seconds. It's tempting to think you that
would never forget an important detail, but forgetting is easier
than you think. Distractions, fatigue, and time spent away from
the office have a way of dulling our memories, so don't wait to
write something down.
Backup, backup, backup:
The unreliability of computer hardware is a fact of life, so
don't rely on it completely. There are lots of backup systems
available that cost less than a tank of gas, and only take a few
minutes to learn and operate. Get familiar with one of them and
use it religiously. Besides your sales skills, your client
contact list as the most valuable thing you have, so treat it
with care.
Go beyond the most basic info:
Even amongst salespeople who take great notes and keep pristine
records, I see a lot of databases filled with nothing more than
phone numbers, e-mails, and simple recollections of
opportunities discussed or proposals sent. If you are going to
go to the trouble of setting up a comprehensive client database,
why not fill it with as much detail as possible? You never know
when some snippet of information about a client or potential
sale is going to be useful, so keep them all.
Coordinate with other people in your company. Unless you have a
specific reason to keep things closed off, share CRM information
with the other people and departments in your company. By having
them update information even when you're not around, you gain
lots of extra sets of 'ears to the ground' to be on the lookout
for future sales.
CRM isn't new. Nor is it particularly innovative way to outsell
your competitors. But, like prospecting or taking the time to
listen to your clients, it's an easy activity to mess up. Get
proficient with your customer relationship management software
and develop good habits - over time, your ability to keep track
of the details will set you apart from the other salespeople who
are too lazy or sloppy to keep up.
Source: Carl Henry
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.
|
