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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
At its core Customer Relationship Management (CRM) is a
business strategy and underlying that strategy is a number of
CRM software applications, including marketing and customer
service. Companies use these applications to make their customer
management more efficient, more customer centric to satisfy
their customers' service requirements. What form the business
strategy takes can be different depending on the type of
organization and the objectives to be achieved. Generally, CRM
is used extensively by sales, marketing and customer service
teams.
Historically, CRM started as a contact management application, a
repository to hold customer details and some activities such as
telephone calls, meeting times and a rudimentary record of
notes. Linking people within companies was also an important
step in the evolution of CRM. Sales force automation however
realized the value of putting actual sales information into the
database to establish sales management activities such as sales
pipelines and forecasting opportunities.
Today, CRM has migrated itself to being a relationship
management tool. It is very different to what was the
traditional use of CRM with access to customer details through a
customer database. In fact, Microsoft now refers to CRM as xRM -
"anything relationship management" with corporate processes
automated through workflow management. Microsoft CRM software,
like most CRM now has become more specialised, more vertical by
addressing real niche areas.
There are many examples of CRM extending its value in niche
areas:
• CRM is used by event management companies to manage event
registrations, manage bookings and to market regularly with
people who sign up for regular contact.
• It is used by superannuation (pension) fund companies for
their membership. These companies manage the communication with
fund members, send out marketing information, manage email
communications, manage direct marketing campaigns, manage
regulatory and compliance information against each of the super
fund members such as tax compliance. Importantly, each
communication to each member is recorded so that the
superannuation company has a record of its obligations to its
members and regulatory obligations.
• Relationships on a mine site can be managed. There might be a
need to manage the process around the environmental management
of that mine site. Certain processes may need to be followed,
monitored and recorded to ensure compliancy around occupational
health and safety issues for staff and suppliers.
To maximise your investment in your CRM system, your business
must be clear in its objectives as to why such a system will be
deployed. Is it just for sales automation? Will it be used by
marketing to communicate with clients or as a lead generation
tool? What requirements does customer service have with each
client?
Mapping your business processes is a key goal, understanding the
primary interactions that each division of your company has with
clients. Having this knowledge will enable workflow to be
developed and processes to be automated as much as possible. By
doing this you will understand how to integrate each of sales,
marketing and customer service to get real value from CRM.
Whether you choose a web based or an in-house CRM software
solution will depend on your requirements. If you are a small
company with limited budget, starting out with a web based, pay
per user solution will give you a great start in managing your
relationships. Larger companies can justify the cost of specific
configurations and customisation that can be gained from an
in-house solution.
Regardless of the solution you choose you will need to
understand your business strategy and how better managing your
relationships will give you a return on investment. The real
benefit out of any CRM software solution is meeting the goals
and objectives defined before you start.
Source: Antony Dutton
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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