How to start using a CRM system!
Stein Sektnan
SuperOffice Software Limited
Purpose
• To benefit from a CRM system you need to get
organized
• The system needs to fit your business process
• All peo...
Customers and contacts
• How many customers do you have?
―Take ownership of your customers by becoming
“Our contact”

• Wh...
Leads….
• A lead is in existence when you have it
registered in SuperOffice (for new PP3)
• A lead could be a marketing le...
Yellow pages

Exhibition

Web site

Remarket
customers

Customers
Referrals

Network

Lead qualification

Marketing lead
M...
Who do we have an activity with?
• Sales leads
―Weekly?
―Always the next action as an open activity

• Marketing leads
―Mo...
Yellow pages

Exhibition

Web site

Remarket
customers

Customers

Prospecting activity
Referrals
(weekly??)

Network

Lea...
Sales process (this is an example – will be tailored to each customer)
•
•
•
•
•
•
•

Requirement
Testing
Customer approva...
Some golden rules!!
• What does not exist in SuperOffice has not
happened nor is it planned to happen
• Always an open act...
And now…
Just do it – start using the system
Start simple and extend what you are doing as
you grow in confidence
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A quick guide to start using the CRM system

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Sales training

  1. 1. How to start using a CRM system! Stein Sektnan SuperOffice Software Limited
  2. 2. Purpose • To benefit from a CRM system you need to get organized • The system needs to fit your business process • All people in the organization need to buy into the processes • You need flexibility to support more than one process when there is a business need for it
  3. 3. Customers and contacts • How many customers do you have? ―Take ownership of your customers by becoming “Our contact” • What type of customers do you have? ―CP1, CP2, CP3 (What does this mean?) ―Re-market Customer ―PP1, PP2, PP3 ―How many do you have of each category?
  4. 4. Leads…. • A lead is in existence when you have it registered in SuperOffice (for new PP3) • A lead could be a marketing lead (not ready to buy) or a sales lead (active sales process) • A customer represent a new sales opportunity • A customer who does not buy for some time is a remarket customer – you need to do something special to make them buy again
  5. 5. Yellow pages Exhibition Web site Remarket customers Customers Referrals Network Lead qualification Marketing lead Marketing process Sales lead Sales process Sales 
  6. 6. Who do we have an activity with? • Sales leads ―Weekly? ―Always the next action as an open activity • Marketing leads ―Monthly / Quarterly? ―Always the next action as an open activity • Prospecting ―Daily/Weekly? ―Get new opportunities into your sale pipeline
  7. 7. Yellow pages Exhibition Web site Remarket customers Customers Prospecting activity Referrals (weekly??) Network Lead qualification Marketing lead Marketing process Check progress (quarterly??) Sales lead Sales process Sales activity (daily / Salesweekly??) 
  8. 8. Sales process (this is an example – will be tailored to each customer) • • • • • • • Requirement Testing Customer approval Quote Customer order Sales order processing Backorder processing
  9. 9. Some golden rules!! • What does not exist in SuperOffice has not happened nor is it planned to happen • Always an open activity with sales and marketing leads (next activity)
  10. 10. And now… Just do it – start using the system Start simple and extend what you are doing as you grow in confidence

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