Monthly Thought Leadership sessions with TriadDecember 22nd 2009

More calls Bigger territory More discounts Respond faster – be first More leads at lower cost

160 hours!!Value Added Time – VAT hoursMeetings, demos, phone callsNon value added time - 160 - VAT

Daily huddle Day end sales call report Weekly Report Monthly pipeline forecast ?? hours per sales person per month

Simple consolidations By sales person /time period/ product category / geography Consolidations need to be interpretedPipeline health by status and stage – where do we stand?Velocity– no of new opportunities created in the period?Rating and Ranking - focus on early closuresWhere does an opportunity need support from the

management?Missing leads – lost deals usually get deleted in an Excel

sheet

Chewing the cudAssignment of leads received from website –

email sent to sales person, recorded in an Excel sheet, consolidated for marketing leads report

Collaboration activity Discount request, tender bond request,

approvals, aligning calendars for meetings Hunting for the right informationEmail with the final discount, final version of

the brochure/proposal/supplier quote

Facilitate – document storage/ in context to oppEg: Discount approval Excel sheet, brochure, quote Automate - Repetitive tasks through technologyEg. New Year greetings mass email Cut – Non value added tasks Eg: Travel time to office to submit daily sales report Enter data once / in central placeEg: Analytical reports are easier to produce from

raw data

Support – admin support for data entryEg. Visiting card scanning, project database upload Escalate – track important time stampsEg: Closed sales – bid bond to be collected from

customer, proposal submission to happen within 24hrs of demo

Own Customer intelligence – don’t lose accounts when you lose employees

Eg: New employee can take over accounts easily

“Multiplying the time saved times the correction factor enables you to quantify the actual returns from increased productivity to your organization. …….………sales representatives are likely to require a correction factor of a mere .7 to .9. “

CRM is a business strategy designed to optimise profitability, revenue, and

customer satisfaction

Dashboards deliver a unified view of all key sales information

Real-time pipeline management ensures focussed sales activity

Forecasts can be prepared and submitted in minutes

Increases visibility on customer interaction across departments

Reduces time spent on administration thereby increasing productivity

Automates quotation generation Leverages financial information

from the back-office system for accurate pricing, quotes and orders

Empowers sales staff to sell more effectively

Enables sales staff to focus on the most important sales opportunities

From Sage CRM

Dashboards deliver sales management a unified view of all key sales information

Improves transparency in the sales pipeline

Real-time pipeline management ensures focussed sales activity

Enables quick and easy team forecast generation and improves sales forecast accuracy

Enables regular sales performance monitoring

Reduces opportunity slippage Optimises sales resources against high-

potential opportunities Maximises cross and up-sell opportunities Empowers sales staff to sell more

effectively Enables sales staff to focus on the most

important sales opportunities Minimises sales administration and

maximises sales staff productivity

From Sage CRM

Reports provide instant insight into business performance across multiple criteria

Delivers the ability to “sanity check” forecast data with full drill-down to underlying details

Enables easy insight into revenue/budget variance Enables real-time corporate performance management/insight at-a-glance

through dashboards Improves responsiveness to critical business issues Improves sales forecast accuracy and pipeline management Marketing budget and return-on-investment can be monitored in real-time Drives revenue business efficiency and performance leading to increased

revenue growth and profitability Leverages financial information from the front and back-office for a

complete view of the business

From Sage CRM

Empowers marketing staff to plan and execute highly effective campaigns Enables highly targeted customer communications Results in decreased cost-per-lead through automation Delivers insight into the lifetime value of customers Enables close alignment with the sales department and other key

stakeholders Enables market segmentation based on financial data from the back office Enables marketing staff to target the right companies at the right time Helps eliminate guesswork and optimise marketing resources Delivers full campaign planning encompassing above-the-line and below-the-

line activities as well as costs Combines actual campaign results with actual campaign costs to calculate

the real return on marketing investment

From Sage CRM

Helps reduce the amount of time spent on customer service administration thereby increasing the productivity of customer support representatives

Monitors service performance against SLAs Extends customer service through 24x7 web self-service options  Enables customer service staff to leverage the knowledge of colleagues

through a centralised knowledge base Delivers a 360 degree view of customer information across front and back

office systems for easier issue resolution and improved cross-selling opportunities

Workflow automatically manages case allocation, progression and escalation; improving response times and ensuring no one ‘falls through the cracks’

Enables customer satisfaction measurement and benchmarking Dashboards deliver a unified view of all key customer service performance

information in real time

From Sage CRM

Saves time and minimises mistakes by avoiding duplication of data entry Improves customer service by using a single point of reference for sales orders Credit control and the sales team have access to the same financial information

which enables them both to chase outstanding debt when dealing with customers

Ensures a fast response to significant events and routine tasks using alerts Improves customer service by giving the back office access to key customer

information such as buying patterns and communications history

From Sage CRM (with ERP integration)

Sage ERP &Sage Suites

On DemandServices

3rd PartyApplications

Connecting YourBusiness

Your Sales, Marketing & Customer

Service Teams

Your Customers& Partners

Something to brew over

Perspective matters

Shobha Monishobha@triadme.com