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Streamlining the Sales Process


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This webcast focuses on common CRM roadblocks sales groups face when trying to streamline sales processes. It provides insight to help evaluate current situations, help identify opportunities and provides insight into how your CRM can work better for you.

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Streamlining the Sales Process

  1. 1. Navigating Roadblocks with CRM:Streamlining the Sales Process
  2. 2. SpeakersNeal Cranna Will Leung John EastonDirector, Marketing Solutions Consultant Director, Product Management
  3. 3. Benefits of CRM for Sales Improved Sales Rep/Manager Communications Improved Forecast Accuracy Reduced Administrative Burden on Sales Improved Best Practices Sharing Reduced New Sales Rep Ramp-Up Time Improved Order Processing Accuracy Improved Support of Channels Improved Win Rates Increased Revenues Shortened Sell Cycles Other Increased MarginsSource: CSO Insights 2010 Sales PerformanceOptimization Study
  4. 4. Benefits of CRM for Sales Improved Sales Rep/Manager Communications » 57% Improved Forecast Accuracy » 46% Reduced Administrative Burden on Sales » 37% Improved Best Practices Sharing » 21% Reduced New Sales Rep Ramp-Up Time » 20% Improved Order Processing Accuracy » 18% Improved Support of Channels » 17% Improved Win Rates » 17% Increased Revenues » 16% Shortened Sell Cycles » 15% Other » 10% Increased Margins » 6%Source: CSO Insights 2010 Sales PerformanceOptimization Study
  5. 5. Optimizing the Sales ProcessSource: Jim Dickie ― May 2010 issue of CRM Magazine
  6. 6. Will LeungSolutions Consultant With hundreds of successful CRM implementations in various industries, Will applies proven methods in business analysis, installation, training, customization, and workflow process automation to maximize return on CRM investment. | Where There’s a Will, There’s a Way
  7. 7. CASE STUDY:Manufacturer – Consumer Goods Challenge: Limited visibility into sales pipeline Solution: Synchronization of data daily from ERP program into Maximizer CRM Results:  Sales staff have visibility into and can action information they are confident is accurate.  Sales Managers can run reports anytime to share with head-office.
  8. 8. CASE STUDY:Healthcare Provider Challenge: Lack of data-sharing and sales staff accountability Solution: Compiled customer information into a single-source database and created custom reports for pipeline and tracking employee performance Results:  Data integrity in a central database that is easily shared  Managers can access real-time sales KPIs to continuously improve performance and change tactics quickly
  9. 9. CASE STUDY:High-Tech – Software Challenge: Outdated database with inaccurate and misplaced data Solution: CRM audit, streamlined custom fields and data clean-up script Results:  Streamlined, useable database  Separate database for active customers and a second prospect database ready for mining
  10. 10. Top 5 Tips1. Keep things simple – Build from there2. Keep evolving your CRM – CRM is dynamic3. Enter data with purpose – Align fields with objectives4. Identify important fields – Make essential fields mandatory5. Learn short-cuts – Utilize default & configuration options
  11. 11. Poll Results Which area(s) of your sales process do you want to improve in 2012? Improve sales forecast accuracy 9% Reduce sales admin duties 8% Shorten sales cycles 9% Streamline sales reports 8% Improve lead follow up 28% Other 2%
  12. 12. John EastonDirector, Product Management Managing product development and product strategy, John has been with Maximizer Software for over 14 years. With more than 20 years in software development, program management and market strategy, John creates products that meet customer needs.
  13. 13. Sales Dashboard
  14. 14. Sales Opportunity Management
  15. 15. Custom Report Building
  16. 16. Quota Management
  17. 17. Sales Activity Report
  18. 18. Action Plans
  19. 19. THANK YOUFor all your Sales & Services needs: Contact your Account Manager or local Maximizer Business Partner in your area Email: Phone: 1-800-804-6299