A sales team is a dynamic and essential part of any successful business. In order to build and maintain a highly successful sales team you must use all available tools at your disposal to ensure sales and business goals are met. Your business needs to know who is managing which customer account, what sales are due to come in, what prospects are in the system and how are you managing the potential order that need to be filled. Your CRM system will provide you with most of this information.

2. What is CRM?
CRM is an abbreviation for customer relationship
management and is a phrase used to describe all
aspects of interaction that a company has with its
customer, whether it is sales or service-related.

3. What
Prospective
deals will
be closed in
the next few
months
TheValue
of the sale
Probability
of the sale
taking
place
Customer
behavior
information
Order
Information
and status.
CRM data is where you will find:
Sales Prospects Data

4. Often all information
about meetings and calls is
also recorded in the system.
Allowing multiple people
working on an account to
know the exact status of
the account. And allowing
sales managers to better
manage their team.

5. What is ERP?
ERP is the heart of a company. It controls all
processes, finances, and stock control. Generally
used by the finance team, and logistics teams.

6. Integrates
all facets of
an
operation
Product
planning,
developme
nt and
processed
Human
resources
costs
Financial
information
on the
actual value
of the sale
Sales and
marketing
information
.
ERP data is where you will find:
Sales Actuals Data

7. Today's ERP solutions are designed to help you to
improve the operational efficiency of business
resources. Businesses use ERP systems to integrate all
its business processes into a single system to
efficiently and effectively manage business goals.

8. So why would using CRM and ERP systems data
help you manage sales teams more
effectively?

9. The reason being – just because CRM systems say an
order of a certain value was placed – it does not
mean that it actually ended up occurring.
The order may have changed, the parts may have
changed, the discount given may have been too large
and so the deal is actually running at a loss.
All of this kind of information
would be in the ERP system.
(Alignment between sales forecast
and sales actuals)

10. Indicates an
order of a
certain
value has
been placed
Provides a
sales
forecast for
future sales
in the
pipeline
CRM
VS
ERP
Actual
value of the
orders
placed is
captured
Provides
the final
value of the
deal closed,
including
discounts,
actual costs
CRM System ERP System

11. So while the sales person is being celebrated as a
hero for closing the most amounts of deals or the
highest value of the quarter – this may not actually be
the case.
The above is not news to sales management – after
all it does not take a rocket scientist to realise this.

12. As a result – data from CRM is often exported into
Excel, and data is exported from the ERP and it
usually becomes the responsibility of a sales
administrator (who would usually be doing revenue
generating work of processing orders) to merge the
two sets of data into something understandable.

13. This is a manual process and
month on month there are small
mistakes that lead to inconsistency,
wrong commissions being paid,
wrong people being performance
managed, wrong inventory being
ordered.
Also – things grind to a holt when
that person responsible for this
spreadsheet goes on leave.

14. The answer is to automate this..

15. The common objection to automating the reporting
process is usually – “it will be expensive”
But this doesn’t have to be the case……...

16. By using a pre-built solution you can have a solution
deployed within days, using it immediately to gain
access to correct information.
With pre-built solutions such as those offered by
Karabina Software this can be deployed within 14
days and costs are negligible – especially when
compared to the fact that the person that usually has
to do this can go back to revenue generating activities.

18. Reasons why your company should move to a pre-
Built Business Analytics Solution?
• Spend 80% less time Gathering Data
• Remove Errors and Improve Strategic Decision-
Making
• Provides you with a number of pre-built industry
models, reports and dashboards to ensure you achieve
immediate business value
• High-Performing Companies are 50% more likely to
use information strategically