Sales Force Automation


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Sales Force Automation

  1. 1. Sales Force Automation<br />Presented by EquipmentFX<br />
  2. 2. A Key Question<br />How many customers and/or prospects can a sales rep REALISTICALLY manage?<br />
  3. 3. What is YOUR Awareness %?<br />Of all the deals that go down in your territory, what percent are you in on?<br />
  4. 4. How Effective is the Sales Staff?<br />At the following activities:<br />Prospecting<br />Follow-up<br />Staying in the buying cycles<br />Timing the right message<br />Proposal presentation<br />
  5. 5. What is YOUR plan to eliminate waste and improve processes?<br />Where do you start?<br />
  6. 6. A Basic Assessment<br />Key Questions and Concepts:<br />What is your overall aptitude towards a CRM program of some sort?<br />Where are you in the process of adopting a CRM program?<br />If using, how effective are you with it?<br />
  7. 7. Basic Assessment Cont…<br />If you rolled out a CRM plan tomorrow, how likely is it that your staff will readily embrace it?<br />
  8. 8. Assessment Planning<br />How effective are you going to be with a formal plan, using technology and balance with all that is good with your current sales staff?<br />
  9. 9. Data Capture Techniques<br />The key to success is easy methods to capture the data and use it for EVERYONE’s benefit…<br />If you do this, you’ll quickly build followers.<br />Without using the data, you’ll quickly fail and waste time<br />
  10. 10. Data Capture Techniques<br />The key to successful capture and use<br />Processes that are easy and don’t make them data entry clerks<br />Processes that use available internal resources to overcome their shortcomings (time and aptitude)<br />
  11. 11. Data Capture Mapping<br />Starts with a full analysis of all possible capture points, skill sets of who can capture, and where the information goes<br />
  12. 12. Rules for Successful Automation<br />Fix your follow-up failure<br />Capture traffic at all points<br />Fix the leaks<br />Get others selling for you<br />
  13. 13. Contact Form Strategy<br />The keys to successful implementation:<br />Message to market strategy<br />Message placement<br />Automate the process<br />
  14. 14. Contact Form Strategy<br />Other key considerations:<br />Lead Distribution: how, who and when<br />Reporting: clear, concise, automated<br />Fulfillment Processes: Electronic, manual, internal, external, what do you send, why and when<br />
  15. 15. Why Automate?<br />Because the sales staff has serious limitations in terms of time, aptitude and skill sets!<br />You can’t leave results to chance, besides…<br />
  16. 16. Buying Cycle 101<br />They buy when they are ready to buy, NOT when you are ready to sell!<br />Stay in their buying cycles using automated processes and take the guess work out of the process<br />
  17. 17. Relevant Statistics for Automation<br />88% of buyers for equipment go online FIRST to find what they are looking for<br />Regardless of their relationship with you<br />Prospects receive over 3,000 marketing messages PER DAY<br />They don’t think about you or your products until they have a problem!<br />
  18. 18. Relevant Statistics for Automation cont…<br />Prospects need a lot of attention: They need to hear from you between 8-10 times per year to even think about you!!<br />2% buy on first call, 3% on second call, 4% on third call, 10% on fourth call, 81% on fifth call!<br />
  19. 19. Up-Selling Opportunities<br />Hate to break the news to you but…<br />Most customers and prospects have no idea what else you sell. So?<br />
  20. 20. Systematically Promote!<br />The stuff you offer<br />The features and benefits<br />The solutions<br />Use technology to do it efficiently<br />Auto responders, email, fulfillment processes<br />
  21. 21. Embrace the New World!<br />There is a ton of great, effective, low cost ways to promote what you sell and take the guesswork out of the process!<br />
  22. 22. In Closing<br />Research the options<br />Assess internal skills<br />Assess readiness to embrace change<br />Understand the timing, cost and technologies<br />
  23. 23. In Closing<br />Get Busy!<br />