Front - AZ Teambuilding sro

PUSHING TO THE FRONT
Reporting can be of incredible value to your organization, you just want
to be sure you are only getting the reporting you need. A good alternative
to traditional reports is implementation of a Customer Relationship
Management system, or CRM. This is something that both large
and small companies will benefit from. They can manage schedules,
follow up activities, leads, sales cycles, potential value by stage, determine
closing ratio’s, lead sources, along with countless other items
you will want to track. If developed properly, these systems can handle
most of your sales management reporting needs. In just a few clicks
you can gather information about trends and make projections to make
informed decisions. CRM systems let you and your sales representatives
better manage the entire sales process. With proper training and a
commitment to fully implement, your sales team will save time and be
more responsive to your customers. One word of caution is to be careful
not to go overboard and overcomplicate your CRM system. There
are many cloud-based versions available that fit into any budget. Try it;
you will be glad you did.
In summary be sure to formalize your policies and procedures. If you
want to run an efficient sales team, don’t count on tribal knowledge.
Everyone needs to be on the same page on how a process should flow.
These formalized policies and procedures make it easier for employees
and ensure a level of consistency. Building formalized policies and procedures
is the foundation of a good sales force.
As you can see, the best practice should be somewhere in the middle
between what small organizations are doing versus large organizations.
Small organizations need to provide more sales support, while large
organizations need to simplify the sales process.
Here are the 10 critical ‘to do’s’ that are the foundation for clearing a
trail for sales success:
1. Review all sales activities
2. Remove any activities that do not enhance the sales process
3. Simplify the sales process
4. Hire support staff for non-sales activities
5. Avoid ‘fire drills’ by providing sufficient time to complete new
projects and reports
6. Provide ample time to plan for phone and web meetings
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