Successfully reported this slideshow.

CRM - Hidden ROI Presentation - LBM Distributor Conference

2

Share

1 of 29
1 of 29

CRM - Hidden ROI Presentation - LBM Distributor Conference

2

Share

Download to read offline

CRM is mostly promoted as a sales tool that can increase close rate and revenue - and it does. However what many organizations don't realize is that CRM can be leveraged across the entire organization to save time, "find" money, and improve all around company performance which translates into the Hidden ROI potential behind CRM

CRM is mostly promoted as a sales tool that can increase close rate and revenue - and it does. However what many organizations don't realize is that CRM can be leveraged across the entire organization to save time, "find" money, and improve all around company performance which translates into the Hidden ROI potential behind CRM

More Related Content

Related Books

Free with a 14 day trial from Scribd

See all

CRM - Hidden ROI Presentation - LBM Distributor Conference

  1. 1. Hidden ROI: Leveraging CRM across Your Business Scott Thomas - Idle Tools Corp
  2. 2. Overview  CRM – More than what most think  Time Based ROI  Hidden Dollars ROI  Company Performance ROI
  3. 3. CRM – A Limiting Perception      Not just for sales Not a “glorified” Rolodex Not Big Brother Not just a relationship manager Not an I.T. driven product CRMs are highly customizable platforms for building automated processes, building mobile apps, managing multiple aspects of a business, and providing insight to future revenue.
  4. 4. CRM + Cloud + Integrations = Solution Centralized Information Access or Contribute Information from Anywhere SOLVED MY RECURRING DATA QUESTIONS ISSUE Integrate with additional systems
  5. 5. CRM - a multi-faceted solution  Take advantage of the cloud  Centralize critical information and provide mobile access  Facilitate cross-departmental communication and collaboration  Reduce dependency on spreadsheets & other temporary tracking methods
  6. 6. CRM - a multi-faceted solution, cont.  Improve all types of processes within the organization  Track hard to manage business costs  Maximize financial opportunities  Consolidate Databases  Automate – Everything
  7. 7. TIME Based Time is Money……
  8. 8. Time Based ROI #1: Reduce Salary Leak Searching, Collecting, Waiting, Re-Doing Decentralized Information Its in my noggin!
  9. 9. Time Based ROI #2: Eliminate The Spreadsheet Rodeo  One Time Use  Wasted Time  Not Sustainable  Stored Inconsistently  Versioning  One User at a Time  Time Consuming Consolidations  Always Start from Scratch
  10. 10. Time Based ROI #3: Eliminate Patchwork Processes        Email Based Spreadsheet Based No Reporting Inconsistent User Unique Poor Documentation Time Consuming
  11. 11. Time ROI #4: Centralization of Databases      Email Marketing Services Survey Services “Marketing” Lists Market Intelligence Tools ERP/MRP systems WHEN CORE DATA (ACCOUNTS/CONTACTS) VARIES, TIME WASTE IS INTRINSIC
  12. 12. Hidden Dollars ROI
  13. 13. Hidden Dollars ROI #1: Marketing Funds         Most Parts of the channel receive funds Poor Tracking leaves money on the table Track balances Track distribution of funds Track how they are used Limit based on criteria Create documented approval process Upload back up documentation from the field
  14. 14. Hidden Dollars ROI #2: Product Claims  At the mercy of others processes  Its not a focus of anyone…..  Document times, conversations, values, an d promises  Provide Reports, create alerts  Ensure legal documentation  Speed collections  Documentation is king
  15. 15. Hidden Dollars ROI #3: Loyalty Programs  Lack of redemption is why they are popular  Manage for yourself  Manage for your customers  Take advantage of free money  The biggest issue is lack of documentation or a system for documenting
  16. 16. Hidden Dollars ROI #4: Optimizing The channel – Shared Pipeline  Alignment is natural up the channel – i.e. Sell More  Maximize “free” resources & multiply revenue opportunity  Manage sales opportunities up the channel  Dealers work with distributor reps  Distributors work with manufacturer reps
  17. 17. Smart sales organizations formally share what they are working on and hold partners accountable to help drive revenue
  18. 18. Company Performance ROI
  19. 19. Company Performance ROI #1: Proactive vs. Reactive Sales Management • Proactive Management – Managing a Pipeline – Calling reps to coach – Allocation of resources based on known “in process revenue” – Forecasting on known probability – Focused on what could be made to happen – Managing with documented field data • Reactive Management – Managing from Sales Reports – Calling Reps for updates – Allocation of Resources as a reaction to the past – Forecasting on history – Focused on what already happened – Managing with anecdotal data
  20. 20. Company Performance ROI #2: Lead Management  Optimize Tradeshows – get your money’s worth  Make good on your marketing investments  Provide value to customers
  21. 21. Company Performance ROI #3: Providing Value to Key Suppliers         Forward Looking Sales Pipeline by Product Project Tracking Sales Promotion Management & Results New Product Introduction Tracking Competitive Landscaping Training Documentation Lead Results Lost Sales Reports w/ Loss Reasons
  22. 22. To maximize ROI of a CRM system, you need to consider all aspects of your business!
  23. 23. Rolling Out CRM – Quick tips
  24. 24. Getting Started & Rolling Out      Discovery Choose a CRM Create 2 Teams: Development & User Testing Design to Satisfy 2 Needs: User & Management Rollout:  Phase In  Interactive Training  Walk the Talk  Listen to Feedback
  25. 25. Recipe for Success         Leadership Engagement Highlight Excellence Job Descriptions Tie to Metrics No “Free Passes” Adapt System to YOUR Business Embrace Mobility Culture Shift
  26. 26. Recipe for Failure          Inconsistent Leadership Engagement Wink Wink Sales Management Failure to live in the system (culture) "3rd Hat" ownership or I.T. Only ownership Aversion to time and resource investment Big Brother and counting data Failure to act on outputs Request things the old way Perfectionism
  27. 27. Driving User Adoption          Incorporate required processes into CRM Include in job description Accept information one way React and manage by the outputs Highlight documented successes – wins Include critical information in CRM customer records Dispel Myth One: You must be “techy” to succeed Dispel Myth Two: CRM is “Big Brother” Dispel Myth Three: CRM replaces interaction (it enhances)
  28. 28. Thank You! • • • • Scott Thomas CRM Implementation Services (919) 455-5987 scott.thomas@idletoolscorp.com
  29. 29. Hidden ROI: Leveraging CRM across Your Business Scott Thomas - Idle Tools Corp

×