SugarCRM Online User Group - March 17, 2015

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Top 10 Sales Automation and CRM Advice

Online User GroupMarch 17, 2015

© W-Systems Corp. www.w-systems.com

Agenda

• Last User Group Recorded Video Link

• SugarCRM News Roundup• Upcoming SugarCRM Training• SugarCRM Top 10 Sales

Automation and CRM Advice• SugarCRM Questions and Answers• Next Meeting Training Topic Survey

http://www.w-systems.com/


Last Meeting Topic

January 2015: Report and Dashboards• Streaming Video Recording Link on our blog

(January archive)• https://

www.w-systems.com/blog/sugar-crm/january-2015-sugarcrm-user-group-meeting-recap


https://www.w-systems.com/blog/sugar-crm/january-2015-sugarcrm-user-group-meeting-recap





News Roundup

• SugarCON 2015 Registration live http://sugarcon.sugarcrm.com

• SugarCRM purchases Stitch– http://

www.sugarcrm.com/newspress/sugarcrm-acquires-stitch– Top mobile application development team with

innovative ideas• SugarCRM 7.51 was released for both on demand

and on premise customers on February 25th – Minor fixes

https://www.w-systems.com/products/sugarcrm/releases/sugarcrm-7.5.1.0/

• SugarCRM 7.6 enters Release Candidate testing and is expected to be released for SugarCon end of April

• W-Systems named Elite SugarCRM Partner – Top 18 partners worldwide. W-Systems was Top 5 Partner worldwide for 2014


http://sugarcon.sugarcrm.com/



http://www.sugarcrm.com/newspress/sugarcrm-acquires-stitch

http://www.sugarcrm.com/newspress/sugarcrm-acquires-stitch


SugarCRM Resources

• SugarCRM Community– https://community.sugarcrm.com

• SugarCRM Support Main Page– support.sugarcrm.com

• SugarCRM eLearning– https://learningportal.sugarcrm.com

• SugarCRM on YouTube– https://www.youtube.com/user/DiscoverSugarCRM

• W-Systems SugarCRM Blog– www.w-systems.com/blog

• W-Systems on Twitter– https://twitter.com/wsystemscorp


https://community.sugarcrm.com/

https://learningportal.sugarcrm.com/

http://www.w-systems.com/blog


Upcoming Training on Sugar University

• View the catalog at https://learningportal.sugarcrm.com

• April 15: SugarCRM Administration Essentials– https://learningportal.sugarcrm.com/?q=learning/class-

details/368/• Video On Demand Series: Get Started with Sugar 7

– https://learningportal.sugarcrm.com/?q=learning/learning-plan-details/40/catalog





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SUGARCRM TOP 10 SALES AUTOMATION AND CRM ADVICE

SugarCRM Topic Training



1) Form a CRM Committee

• A CRM system needs to continuously adapt to changing needs in your organization – it is a powerful system – but it takes work to make it useful and utilized

• Pick 2-4 people from your team with an interest in your CRM system and who can be counted on to meet weekly or monthly to consistently drive the CRM system forward

• Start gathering ideas from users on how to improve the system and the data - create a master CRM improvement list and start scheduling resources to get things done – your users will notice

• Maintain a CRM User Manual that details what the CRM is being used for, what is expected from the users and how things are being measured



2) Simplify SugarCRM screens and processes

• Pay careful attention to your dashboards, module list views and detail screens and remove any data element not needed

• Review list views and detail screens for ways to help the user get more done without having to open yet another page

• Use automation to get rid of tedious steps or steps that tend to get omitted by your users– Use SugarCRM Workflows– Don’t be afraid of asking for code automation – many

things can be done by developers at a low cost and have a very big return in usability and data gathering capabilities

• Learn to use SugarCRM 7 Intelligence Panes to deliver easy access to related information– SugarCRM list view dashlets are very useful!



3) Create a data driven environment

• Measure everything and create multiple dashboards reviewing information from several points of view

• Make your dashboards the place for your favorite reports– All reports with charts can become dashboard elements– Ask W-Systems for Drill Down Dashlet utility – free to all

W-Systems customers– Allows Report Chart Dashlet drill down into underlying

report• Make sure you roll out dashboards to all users

– Ask W-Systems for Copy Dashboard utilities – free to all W-Systems customers

– Other add-on modules available on www.sugaroutfitters.com



4) Implement a customer information standard

• Set a standard for what information should be contained in SugarCRM for each customer – explain it to your users

• Each account manager should periodically make sure information is complete – track this in CRM with a report

• Make sure all your customer contacts are in CRM– Implement a ‘Contact Growth Report’ to see which

Account Managers are adding contacts to CRM and which are not

– Define which customer roles should be identified and maintained in CRM

• Implement ‘White Space’ analysis– Are you knowledgeable about what your opportunity for

product growth is with each of your customers• Look out for our 50 things to know about your

customer article



5) Automate your integration with Outlook or Email

• So much customer knowledge is contained in emails and calendared activity – it must be in CRM!

• Don’t rely on plugins and people – automate the integration using Riva for Outlook or Collabspot for Gmail– Ask W-Systems for SugarCRM email visibility

enhancement modules – it is free to all W-Systems customers



6) Integrate to Financials

• Having financial information inside SugarCRM is a gift back to the users who now have access to information they usually have a hard time obtaining

• Financial measurements can drive sales objectives and help steer sales people and marketing to customers whose revenue has decreased, are unable to pay their bills or have not ordered from you for a longer than expected time

• Financial information such as invoice details can help users resolve questions from customers faster and with more detail



7) Integrate Marketing Tools

• Your sales prospect and customer information has to synchronize to your marketing tools

• For simple email campaigns the best options are– MailChimp with SugarCRM Chimp integration to

SugarCRM• View our blog article: https://

www.w-systems.com/blog/sugar-crm/sugaroutfitters-part-ii-sugarchimp-review

– Constant Contact with integration module– See www.sugaroutfitters.com for detail information

• Marketing automation is the fastest growing segment within CRM for a reason – the return on investment is very high!

• The best option is Act-On Software– https://www.w-systems.com/products/act-on-marketing-au

tomation/

– Come to our Marketing Automation Bootcamp on April 14th to learn about Act-On


https://www.w-systems.com/blog/sugar-crm/sugaroutfitters-part-ii-sugarchimp-review



http://www.sugaroutfitters.com/

https://www.w-systems.com/products/act-on-marketing-automation/




8) Create a rock solid leads pursuit process

• Sales leads are expensive – make sure your leads tracking is well defined and well managed

• Using either SugarCRM leads module or the accounts and contacts module, design a process for entering leads with sufficient detail so that they are not overlooked by the sales team

• Remove bottlenecks – integrate web site forms and push leads directly to SugarCRM

• Get leads assigned to sales people who know what to do with them and are trained on updating SugarCRM on their progress

• Create a set of reports that can clearly show where your leads are coming from and what they resulted in



9) Train your users on mobile app usage

• Your users are often from the often and in circumstances where desktop and laptop access is inconvenient

• SugarCRM has an excellent mobile app for iPhone and Android devices

• Way to often users are not aware of the tool or do not know how to use it well enough that they consider it an option

• Review each of your CRM usage scenarios and consider how they could be done on a mobile phone – then train your users on this tool!



10) Automate your quotation or proposal process

• The process of generating quotes or proposals is usually a significant bottleneck in the sales process because it is time consuming and often tedious

• Use automation tools to make the process faster, more accurate and more fun for your users

• Simple quote style documents can be easily automated using SugarCRM’s built in quotation module and template designer

• More complex documents can be automated with configuration of SugarCRM and some development

• Electronic signature tools such as DocuSign and RightSignature can speed the delivery and collaboration on quotations, proposals and contracts– W-Systems specializes in eSignature platforms



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SUGARCRM Q&A



Contact Information

Host: Christian WettreEmail: [email protected] Phone: +1.201.574.0377Office Phone: +1.201.760.2565

This event is being recorded. The recording will be posted on the W-Systems blog in the next day or two and a link included in our next newsletter


mailto:[email protected]

Date post:	24-Jul-2015
Category:	Technology
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SugarCRM Online User Group - March 17, 2015

Technology