CRM is not sales force automation (SFA). CRM is about managing the relationship to make more business, SFA is about creating the relationship in the first place. If you can’t manage customer/prospect interaction in this manner, the rules by which your CRM method is applied will confuse your teams and result in them performing badly. Sales people need to take leads and close them in a timely a fashion, they need to understand the resources they can apply and how to manage the demand on these through the SFA system.

As a manager you need a system to report on a deal’s progression. You need to see failings and success and the reasons for both.

Develop a better understanding of your sales opportunities to win more

Confusing the goals is one of the core reasons that many CRM and SFA implementations fail. If you focus the need for the tools you can invest more simply and effectively. Lead tracking, lead distribution, bid support resource management, contact management and sales cycle reporting can be more easily and effectively applied. New strategies can then be applied to the solution you use, improving performance further: hunter sales campaigns which when managed through integrated marketing tools, drive new lead opportunities to the sales person to meet short falls in their forecast, sales cycle marketing campaigns to improve education, awareness and building the value of your bid in the decision making team.

This provides for smarter sales and marketing interaction. It’s the SDA side linking into the CRM side of your business to complete the customer experience from new business, through to relations and profit nurturing, the experience and data in your business driving sales on from one stage to the next. Created and implemented in partnership with QGate and Anderson Baillie so you benefit from the ‘know how’ and solutions to help you make sales count. More profit, more focus, less hassle.

So why not get better at your new business development and sales? To get started please contact our CRM experts.