salesforce.com CRM Solutions
Each of these salesforce.com
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
The importance of strategic CRM architecture
In order to obtain long-term value of CRM, the strategic
architecture must include all business activities, services
related to customers of the enterprise and on the
enterprise-cross scale. CRM deployment in enterprise scale is
not easy, because it requires a vision from board of directors
and management board to direct, control "constant concentration
on science" in the entire enterprise. In fact, even when board
of directors accept the necessity of CRM deployment in
enterprise scale, CRM has not been considered the first priority
compared to requirements on sales and profits.
The obstacle to CRM deployment in enterprise scale also comes
from such mistakes of leaders as:
- Unable to see the "CRM overall picture"
- Lacking a strategic
architecture for CRM deployment process
Strategic CRM architecture must be created by balance in demands
of enterprise and those of customers. About 90% enterprises
which successfully apply CRM have balance in demand of customer
experience improvement and enterprise cooperation.
RM vision for enterprise
In CRM architecture, "CRM vision building" is one of the most
important blocks. CRM vision is overall picture of customer
evaluation method and customer insight, of targeted customers
and the ideal interactive methods to those customers. Without a
CRM vision, customers and shareholders of the enterprise cannot
see CRM strategy and its benefits. The employees themselves do
not know what they have to do, what benefits they will have.
These cause difficulty in working cooperation inside enterprise.
In order to create a good "CRM vision", the enterprise must
define:
- Position of the enterprise in marketplace: Resources,
manpower, products, customer segment, competitors, and policies
related to customers of enterprise as well as competitors.
- Customer Information: Demands, wishes, response and evaluation
about products from current and potential customers, current
sales policy of enterprise and competitors.
- A typical "CRM
vision" for the enterprise. This must be discussed and agreed by
the leaders of enterprise.
- Implementation: Training,
providing materials, videos, documents of rules and policies
etc. to encourage and support employees to study and understand
CRM vision of the enterprise.
Building CRM strategy
Building CRM strategy must include:
- Evaluation of enterprise's current position related to value,
loyalty and satisfaction level of customers.
- Direction of enterprise about customer segmentation
- Set the targets on customers
- Define the measures to monitor CRM strategy progress
- Draft the strategy of product segmentation, price policy,
communications and media, customer services, segmented
management as required by customers
- Specify the infrastructure requirements (including skills of
organizing, analyzing and data) to direct other strategies.
Source: Tom Downie
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