Equipping sales people with the best customer and prospects relationship management tools and strategies is very important for getting a competitive advantage on the market. SeniorCRM Enterprise includes a module dedicated to the sales department, which allows detailed tracking of activities and sales pipeline in order to maximize the number of signed contracts.
Based on the working procedures in CRM can be defined intuitive workflows for the sales representatives, designed to help increase the productivity of the department, such as:
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The sales people efficiency at this level is improved by keeping a complete history of the activities on each prospect: people with updated contact information, tasks, notes, attachments, products purchased in the past and other information that supports the sale.
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Opportunities management in CRM has an organization component and a forecasting one. Sellers’ activity is seen in the sales pipeline and it offers, at the management level, an up-to-date perspective on the opportunities with the highest winning probability.
The client (CRM account) is the main benchmark for the seller and subsequently, after the signing of the contract for the service department. Identifying decision makers, pursuing cross-selling and up-selling opportunities, defining the relationship between the organization and the companies from the group, are elements that facilitate working with a client and put in contact all the departments that interact with it.
Based on the CRM data, managers benefit from useful information for tracking and forecasting sales, measuring the sales department performance, identifying trends, problems and opportunities.
At the managerial level, the sales indicators are the pillars of the business. According to your sales objectives, you will know how many people you need, what expenses the company supports etc. The CRM offers at this level the perspective of all factors that contribute to or hinder the objectives achievement. The indicators related to the sales cycle, conversion rate of potential clients, sales targets, can be obtained from the reporting module of the CRM system.
Besides the classical reports based on current activities from a given period, at user level, SeniorCRM offers a range of vital data for the sales department productivity growth. In order to sell effectively, you must maintain an ongoing dialogue with the prospect, which is why it is important to monitor prospects, accounts, neglected opportunities, overcoming activities, for prioritizing their contacting.
Centralization and monitoring of sales data via pipeline, reports and specific sales indicators offers the premise of building successful sales strategies through:
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