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Mini-training : how to exploit at the maximum you sales data

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Mini-training : how to exploit at the maximum you sales data

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Mini-training : how to exploit at the maximum you sales data

  1. 1. Mini-training: How to exploit at the maximum you sales data. Webinar
  2. 2. YOUR PRESENTERS Frédéric CANEVET Web Marketeur Fabrice LAMBERT Group Pre-Sales Manager
  3. 3. EFFICY CRM 1 600 customers - 55 000 daily users CRM Cloud - 25 € / month
  4. 4. IN 45 MINUTES YOU WILL SEE • Why data is so crucial now 1. How to coach your sales persons and take the best decisions 2. How to identify the hidden treasures in your leads & customers databases 3. How to pilot you projects & professionals services teams • Conclusion • Q/A  Each time a user case and 3 action to use in your own company
  5. 5. IN MOST COMPANIES… Let’s go in India… It should be just in front of us now Captain Colomb, are you sure your map is OK ? • Piloting at sight after a yearly strategic plan • More in reaction than in action • An inaccurate vision of performances • Data available only « after the war »
  6. 6. WHAT HAS CHANGED IN BUSINESS INTELLIGENCE ? • BI Tools are now plug & play (<2 days) • It is as simple as Excel • It has a quick ROI • It is real time • You can take action immediately
  7. 7. 1 – COACHING YOUR SALES PERSONS AND TAKE THE BEST DÉCISIONS
  8. 8. USER CASE : BI AND SALES TEAM MANAGEMENT • Coaching a sales team with data • Analyzing & anticipating your business • Act and take right décisions
  9. 9. YOUR ACTIONS PLAN ON PIPELINE MANAGEMENT • Setup a sales forecasting system (Excel is a minimum, a CRM is better), with at minima a bi-monthly update  Piloting you data, not being always in reaction • Ask your sales reps to update their pipeline weekly to manage the pipeline  You will have a better view to react on time, and you will won’t be victim of the 20th of the month syndrom • Analyse you sales rep strengh & weakness  Plan a custom action plan by sales reps
  10. 10. 2 – IDENTIFY THE HIDDEN TREASURES IN YOUR LEADS & CUSTOMERS DATABASE
  11. 11. USER CASE • Analyzing & profiling your customers base • Define action plan / product • Make macro analysis, like geomarketing
  12. 12. YOUR ACTIONS PLAN WITH LEADS & CUSTOMERS • Centralize all your contact in 1 place… 10% of you contact are changing each year  Organizer a « new contact day » / « wake up sleeping beauty » • Make a customer profiling  Who are you « key customers » that will make 80% of you business?  What are your growth pilars (products/ customers/ crosssell-upsell-…)?  Who is your typical customer / product, and where is he (in your base, on Facebook, on Linkedin…)?  What are the tops / flops for this month / trimester for customers / products? • What are the strenghts / weaknesses of you base ?  Geomarketing / product analysis / …
  13. 13. 3 – IMPROVE YOUR PILOTING AND THE MONITORING OF YOUR PROFESSIONAL SERVICES TEAM
  14. 14. USER CASE • Analyzing a prof. Service team performances • How to spot the customer’s insatisfaction?
  15. 15. YOUR ACTIONS PLAN WITH YOUR PROFESSIONAL SERVICE TEAM • Use NPS to setup a simple satisfaction barometer  1 question to see what is going on each trimesters • Structure your professional services teams activity  What are they doing / billing / giving ? • Analyse where are the diffenrence en why…  Use lean management to improve efficiency, but without forgeteting that the customers satisfaction is key
  16. 16. Pour conclure… « La folie, c’est de faire toujours la même chose et de s’attendre à un résultat différent »
  17. 17. YOU WANT TO ACT NOW ? • Date if the fuel of the future, it helps to adapt ressources & focus on what matters • CRM intelligence Module in Efficy CRM v10 • Ready in 2 days • + 20 reports • 75 € / month / concurrents users What motivates him that much ? Evolution!
  18. 18. QUESTIONS / ANSWERS
  19. 19. ASK FOR A CUSTOM DEMO! SALES@EFFICY.COM WANT TO KNOW WE CAN HELP YOU ?

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