Build Sales Accountability in Your Team


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Learn how Maximizer CRM 11 can help you track and measure performance, manage sales leads more effectively, maintain sales momentum and keep tabs on your biggest deals and most valued customers. Build accountability across sales, marketing and customer services teams, for greater revenue, higher close rates and improved customer loyalty.

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Sales managers and executives wanting to build accountability and drive performance in their teams.

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Build Sales Accountability in Your Team

  1. 1. Conference Dial-In: 1-877-669-3239<br />Event Number/Access Code: 660 907 358<br />Build Accountability and Drive Performance with Maximizer CRM <br />Murray Pratt, Manager, Sales Operations, Maximizer Software<br />February 23, 2011<br />#MaxAccountability<br />Confidential Information<br />
  2. 2. Agenda<br />Maximizer Software Fast Facts<br />Accountability – Concept<br />CRM System – Value <br />The ‘Accountability Framework’ <br />Maximizer CRM 11 – Accountability Tools!<br />Closing Remarks<br />
  3. 3. Maximizer Software Fast Facts<br />CRM leader since 1987<br />CRM provider for Small and Medium Businesses (SMBs), divisions of Large Enterprises<br />Global Offices <br />North America – Vancouver, BC (Headquarters)<br />EMEA – UK, South Africa<br />Asia Pacific – Australia, Hong Kong<br />Network of business partners worldwide<br />Over 120,000 customers<br />Over one million licenses sold<br />
  4. 4. Definition: Accountability<br /> “Accountability in the workplace is defined as doing the right thing consistently, day in and day out, in tasks, relationship interactions to fulfill or further the mission of the organization. “<br /> Leslie T.<br /> Posting from ‘’<br />
  5. 5. Value of CRM System <br />
  6. 6. Types of Accountability <br />Accountability to the ‘Customer’<br />Accountability to Management/Ownership<br />Accountability to the Team<br />Accountability to One’s Self<br />
  7. 7. Accountability to Yourself<br /> “It often happens that I wake up at night and begin to think about a serious problem and decide I must tell the Pope about it. Then I wake up completely and remember that I am the Pope." <br />- Pope John XXIII<br />
  8. 8. ‘My Work Day’<br />
  9. 9. Quota Management <br />
  10. 10. Assign Tasks – Email, Phone, Appointments<br />
  11. 11. Carpe Diem: ‘Seize the Day’<br />Daily email <br />Results on 3-5 key metrics<br />What am I ‘PROUD of ACCOMPLISHING’ today?<br />What did I LEARN today?<br />What CHALLENGE did I have today?<br />
  12. 12. Accountability to the TEAM<br /> “Most potential teams can become real teams, but not without taking risks involving conflict, trust, interdependence, and hard work. Mutual accountability requires trust and interdependence, which usually do not grow without risk taking. And, finally, most potential teams include members who must develop the skills needed by the team after they have joined the team itself. This, too, implies risks and hard work for everyone on the team.”<br />- in "The Wisdom Of Teams," by Jon R. Katzenbach<br />and Douglas K. Smith<br />
  13. 13. Shared Schedules & Appointments<br />
  14. 14. One-click:<br /><ul><li>Save Email to Maximizer record
  15. 15. Create new Maximizer record</li></li></ul><li> TEAM Action Plans<br />
  16. 16. Accountability to Management/Ownership<br />
  17. 17. Management Dashboards<br />
  18. 18. Sales Process<br />Initial Contact<br />Need identification<br />Qualified prospect<br />Proposal<br />Negotiation<br />Closing<br />Deal Transaction = $<br />
  19. 19. Improved Reporting with One Click<br />
  20. 20. Sales Monitoring Alerts<br />Alert – Sales Opportunity Monitoring<br /> <br />Opportunity ID: 1009 Sales Objective: X Product Sale<br />Company: ABC Manufacturing<br />Contact: Smith, John<br />Sales Leader: Willie Closit<br />Sales Team: International<br />Opportunity categories: X Manufacturer<br />Opportunity products/services: Widget Y<br />Note: Wants quote for 30 Widgets and Installation package<br />----------------------------------------------------------<br />‘Willie Closit’ updated the following fields:<br />'Probability Closing' has been changed from 50% to 75%.<br /> <br />
  21. 21. Sales Cycle Management & Forecasting<br />Sales Opportunity Management:<br /><ul><li> Manage pipeline
  22. 22. Implement stages & processes
  23. 23. Forecast date, deal size, products</li></li></ul><li>Alert Email:<br /><ul><li> Leads not followed-up (example)
  24. 24. Lead details
  25. 25. Sales rep assigned
  26. 26. Date lead entered
  27. 27. # of days since follow-up</li></li></ul><li>MaxMobile for BlackBerry<br />Access entire Maximizer CRM database in real-time<br />Multi-user support - collaboration on opportunities & assignment of tasks<br />Support for video, voice and image capture and saving<br />BlackBerry emails saved to Maximizer CRM records<br />Mapping of multiple customer locations through BlackBerry GPS and GoogleTM Maps for turn-by-turndirections<br /> <br />
  28. 28. Accountability to the Customer<br />“A customer is the most important person on our premises. He is not dependent on us. We are dependent on him. He is not an interruption to our work. He is the purpose of it. He is not an outsider on our business. He is part of it. We are not doing him a favor by serving him. He is doing us a favor by giving us an opportunity to do so." <br />- Mahatma Gandhi (1869–1948)<br />
  29. 29. Customer Service Case Management<br />Customer Service Case Management:<br /><ul><li> Manage & track post-sales issues
  30. 30. Link to customer record
  31. 31. Analyze service issues</li></li></ul><li>Template Email Follow-ups<br />
  32. 32. Conditional Color Highlighting<br />
  33. 33. Summary <br />Accountability as a tool to drive performance <br />Accountability at all levels can improve performance<br />CRM – tool for improving accountability<br />Maximizer – unique features in CRM 11 product<br />Flexibility - Adapt it to your own particular situation<br />
  34. 34. But it isn’t about us…..<br /><ul><li>An invitation to a conversation…..about you and your business.
  35. 35. Please ask us any questions you may have in the Q & A box in the bottom right corner of your screen</li></ul>Email:<br />Email:<br />Phone: 1-800-804-6299<br />Contact your Account Manager<br />
  36. 36. Thank you.<br />