25CRM & SALES PRODUCTIVITY MUST HAVES
FOR GROWING YOUR BUSINESS & KEEPING YOUR CUSTOMERS HAPPY
Introduction
Chapter 1 - Sales Management
1. Accurate And Visual Sales Tracking
2. The Ability To Set & Measure Goals and Quotas
3. The Ability To Assign Teams and Regions
Chapter 2 - Customer Management
4. Unified Customer Experience
5. Contact Cards That Give You A Complete Picture
6. Accounts Tied To Contacts
7. Appointments (Coming Soon!)
8. Ability To Customize, Filter and Tag Info (Without Needing Third-Party Dev)
Chapter 3 - Lead Management
9. Lead Tracking
10. Easy Lead Conversion
11. Lead Capture Form That Links To Your CRM
12. Snag Full Profiles Directly From Facebook and LinkedIn
Base is your secret weapon for making sales reps 10x more productive and
sales managers 10x smarter - learn why.
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Table of Contents
Chapter 4 - Mobility
13. Native Mobile Apps
14. Oine Access
15. Geolocation - Locate Your Contacts, Leads & Deals On A Map
16. Mobile Reporting
Chapter 5 - Reports & Analytics
17. Insights Dashboard
18. Visual Reporting
19. Sales Forecasting
20. Call Analytics
Chapter 6 - Voice & Calling
21. Make and Receive Calls Right In Your CRM
22. Call Recording
23. Automatic Call Logging
Chapter 7 - Email Automation
24. Complete Integration
25. Google App & Outlook
Chapter 8 - Conclusion
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Base is your secret weapon because people actually want to use it.
Productivity is name of the game for sales experts in any field. To perform at the highest levels youre capable of, you need to make the most of your time. Its also not just about the individual. A sales rep who is productive means better service for clients, and happier customers mean more deals. Plus, being more productive keeps the entire sales team moving forward, making progress toward quarterly and annual goals.
Considering how productivity impacts all levels of a company, its worth having people and tools that can make all elements of the sales world operate smoothly.
Base is one of those important tools. Its designed to significantly boost your teams sales productivity and give you the core sales tools you need to grow your business.
In this ebook, well explore 25 features that are included in Base that will bolster your productivity. From how you manage your rolodex to where you can work to how you assess your performance, heres how Base can make you a lean, mean, productive sales machine.
Presented by Base
Sales Productivity: The Key to Better Business
For a busy sales executive, one of the biggest ways to impact your productivity
is to approach to sales management strategically. Whether youre in charge of
agents hitting the pavement or a manager overseeing operations in the office,
Bases approach to sales management includes features that save time and
maintain focus. Take a look at the essential sales management experiences in
Base that will make your reps 10x more productive and you 10x smarter. Base
sales management software gives you the core sales tools and information you
needtogrow yourbusiness such as:
1. Accurate And Visual Sales Tracking
Sales tracking is how you follow the development of deals through their
lifecycle. Every deal you close should move through a well-defined and
predictable sales process. This should be the backbone of your sales team. We
wrote in greater detail, a 6 Step Plan To Manage Your Sales Pipeline.
With Base, you have a written and visual representation of how your clients are
moving through the sales funnel. See exactly where each opportunity stands in
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Sales Management
the simple drag-and-drop interface, which can be customized to fit your
companys specific steps. For reps, tracking helps you stay on target because
youll always know exactly where you stand with your assigned deals. This is
great information for managers, too, since you can coach your team effectively
and make sure the rightopportunities receive attention at the right time. With
Bases easy drag-and-drop interface, you can move deals to the next stage
seamlessly so your sales pipeline is always accurate.
Sales tracking with Base gives you a detailed picture of exactly where you and
your team stand. When you know the status of each opportunity and which
opportunities your team members are pursuing you can coach them effectively
and help them focus on the rightopportunities.
2. The Ability To Set & Measure Goals and Quotas
Sales pros need to stay focused on the final result. Achieving the desired
outcome with any given customer means setting goals and quotas to serve as
benchmarks for your progress. Goals keep you and everyone on your team on
track.
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Base helps you communicate goals and quotas with your team and allows you to
track everybodysprogress. Its a valuable tool for aligning the sales team around a
shared objective. To use the feature, select Goals from the navigation bar in Base.
Assigning goals and quotas of dierent amounts to dierent players is easy in
Bases straightforward, intuitive interface. After the goals are set, youll see a quick
view of where you stand whenever youre at the Dashboard screen.
Measuring performance demands setting specific, measurable, attainable and time
based sales revenue goals. The Sales Revenue Goals report allows you to set
revenue based sales goals for your team and track the progress. Forecasted
revenue will show up in a lighter shade of green or red and the on-track flag paces
you to meet your goals.
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3. The Ability To Assign Teams and Regions
A great sales team needs to be organized. Just as dierent units and divisions
in the military have certain strengths or specialties, your sales sta is
composed of teams. Base allows you to segment contacts and deals while
giving access to all of the information your people need on the
samedashboard.
This is a huge boon for managers. With Bases visual permissions setup tool,
you can easily organize your teams privileges so everyone has access to the
right info without extraneous clutter. Assign visibility to individuals, peers,
superiors, divisions, or whatever classification works best for your company.
The organizational chart in Base also gives managers a birds eye view of the
flow of information for easy changes and updates.
Building this type of organizational structure into your CRM and sales
productivity tool ensures that everybody has the information they need for
their jobs. Sales management should be a team-wide idea. When everyone on
the team is using the same system, youll all be in sync. No questions about
whos on point for a project, no distractions in the tools.
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After youve got control of how to track your sales processes, turn your
productive focus outside your company. A great CRM and sales productivity
tool should make things simple for customer management; after all, its built
right into the tools name. Base can make sure that your customers always feel
like your top priority.
4. Unified Customer Experience
Think about what makes your top customer unique. What are her quirks?
When is her birthday? Whats her top priority for her business? What is her
companys mission? Knowing all those details about her and her work is part
of why your relationship succeeds.
To apply that level of insight and understanding to one client is well within
your grasp. But to obtain it across a full suite of dozens or hundreds of distinct
people and deals, youll need a little help.
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Customer Management
Base has your back. You can store every note, every document, every file re-
lated to each one of your clients. Store it all and be able to retrieve exactly the
intel you need in just a few taps. Think of it as an extra memory bank for track-
ing and managing those essential insights to facilitate a seamless customer
experience.
5. Contact Cards That Give You A Complete Picture
When you open a contact card in Base, you can see the call history, notes and
contact details for the individual you are working with, as well as all of the
related contacts at that persons company. You can also easily review all of the
activity tied to thataccount, from calls to notes to emails.
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By gathering all the pertinent business and personal information in one
contact card, your reps can know everything in minutes. Whether youre just
brushing up on the details before an important call or the deal is being
passed on to a new person, maintaining these contact records is crucial to
the health and longevity of customer relationships.
6. Accounts Tied To Contacts
Its important to have contacts and accounts tied together so you can
leverage the power of the relationships your organization has already
established. Connecting individual contact history to accounts gives your
reps insider information on everything from which oers a company picked
up in the past to which individual contact is most likely to be friendly to
business in thefuture.
7. Appointments (Coming Soon!)
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8. Ability To Customize, Filter and Tag Info (Without Needing A
Third-Party Developer)
Having a huge storehouse of information wont do you much good if you cant
retrieve the information you need at the moment you need it. Tailor Base to
your needs with custom fields, tags and filters. Label entries by company, by rep
handling the deal, by date they first signed a contract, by state, by city, or by
any other classification you could need.
With Base, you have complete control over the data required in your Contact
and Deal cards, allowing you and your team to input, find and sort the
information most relevant to the way youdo business. Struggling against your
tools is a good way to lose time and deals. Use a CRM that works the way you
and your colleagues work. You should be able to make changes to the fields in
your CRM tool without investing time and money into third party developers and
consultants.
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Its easy to get excited about customers youve already established and built
rapport with. But equally as important is filling your CRM with new people who
could one day join those ranks of well-established clients. Leads are part of
the customer cycle, and your sales team should have the resources to
properly manage those acquaintances. Base understands what sales teams
need to organize, contact, and qualify leads. Heres what youll have in your
arsenal.
9. Lead Tracking
A savvy business has leads coming in at all times from all sorts of sources.
Maybe you purchased a list, or maybe you collected business cards at a
conference. In any case, youll need to be able to quickly import, tag and
assign leads so your reps can start qualification.
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Lead Management
With Bases customizable tags, you can label where each lead came from
during importing. This information ensures that the best reps get assigned to
the follow-up and they can tailor their pitches. On a broader scale, tagging
leads at this point helps your team identify good sources of successful
contacts and get a leg up on future qualifying.
Not all leads will convert immediately, so tags can also be a help in deciding
whether or not to move forward with a connection. Use the customizable tags
to fit your model for closing business.
10. Easy Lead Conversion
Once a lead is qualified, your reps shouldnt get bogged down in paperwork.
Theyll want to keep the momentum going on the deal. Bases conversion
process is simple, with no extra data entry. All the information from the lead is
transferred directly to a contact card in our automated conversions.
Also, if some leads need a second go-around to finally convert, Base oers a
top-down view of all those people. Review lead activity in the Leads section of
the CRM to see who has been contacted, who has replied or who should
bearchived. Conversion and management for leads is a breeze with Base.
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11. Lead Capture Form That Links To Your CRM
With a lead capture form, your company website or other web properties can
deliver many high-quality connections who want to learn more about your
business. The contact information you glean from these forms belongs to people
excited enough about your product to take the first step and reach out to you!
We take this valuable tool a step further by allowing you to create and embed lead
capture forms that link to Base. There is no complex setup here. Just copy one
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snippet of code, add it to your website or Facebook page, and those qualified leads
will be funneled directly into your Base account, ready for followup.
12. Snag Full Profiles Directly From Facebook and LinkedIn
Social networks connect you with new and old acquaintances, and in the sales
world, they can be a source of prospecting new leads. In our ebook, How To Build
Your Sales Pipeline Faster With Social Media, we cover this topic in much greater
detail. Thanks to the Base Lead and Contact Clipper, you can easily transfer
information from the social world to the sales world. When youre logged in on
LinkedIn or Facebook and you come across someone who you would like to add to
your CRM, use the Clipper to immediately add the information you can see. No copy
and paste, no tedious data entry.
Dealing with leads can feel like taking shots in the dark. Cut down on the uncertainty
with a strong program of lead management. Base will streamline the qualification
process so that you can get down to making the sale. Thats a win for everybody.
Learn the secrets to selling more on LinkedIn.
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Smartphones and tablets are the tool of choice for many sales professionals
thanks to their easy portability and ever-growing computing power. More sales
teams are shifting from the traditional world of desktops to include a range of
mobile devices and operating systems. Support this change with full-blown
native mobile CRM apps that put all the necessary features and functions on
their tablets andphones.
13. Native Mobile Apps
The key to a great CRM experience on your phone or tablet is the application.
By oering free native apps, Base brings the full CRM experience to your
phone or tablet. The native apps are designed for maximum function and easy
navigation on your devices screen and they sync all of your data instantly.
With apps for iOS, Android, and Windows phone, your entire team can be ten
times more productive when on the go, no matter what operating system they
prefer.
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Mobility
To further the seamless mobile experience, Base automatically syncs all of
your data across devices. It is the ideal CRM for anyone who relies on a
mobile device in their salesprocess.
14. Offline Access
Part of working in our hyper-connected world is being able to get by when
connection is lost. Everyone knows the stress of being in the middle of a
project when the network crashes or the signal goes haywire. Base takes that
worry away with oine access. Even when you cant be online, Base still lets
you see all of your leads, contacts, sales, tasks and stored emails. And
whenever you reconnect to the Internet, all of your activity will automatically
be synced and updated across all devices. Never miss a beat.
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15. Geolocation - Locate Your Contacts, Leads & Deals On A Map
Powerful mobile tools mean more than just a CRM on your phone. Bases truly
mobile CRM amps your productivity even when youre on the road. Geolocation
helps you make smart decisions about your client visits. You can visualize all of
your leads, contacts and deals in a map area, so you can see who you should
visit and where you should spend your time. And with one-touch driving
directions, Geolocation makes it easy to reach your customers. When youre
going on the road, you should spend time prepping for your meeting, not looking
for it. Learn how you can use Geolocation to build stronger bonds with your
clients and prospects.
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16. Mobile Reporting
You dont stop thinking about your sales goals when you leave your desk, so
your CRM should be able to keep you on point wherever you go. Mobile reports
from Base CRM on your smartphone or tablet give you the same powerful,
actionable reports you experience on theweb.
Monitor total sales, forecasted sales, sales by account, sales by owner, your
sales funnel report and more directly from the Base native mobile apps. This
means that even when youre away from the oce, you can respond to business
disruptions, track progress and take actionimmediately.
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As sales leaders, we need to understand how to obtain and analyze data in
order to make good decisions for our businesses. Otherwise, were operating
in the dark.
To help make reps 10x more productive and executives 10x smarter, we
designed Base with meaningful out-of-the-box reports that drive actionable
insights.
Reports are more than just a looming threat for your weekly meetings. They
help everyone on the team to know what is working well and what isnt. They
assess the health of the pipeline and the bottom line. And yes, they can do
wonders for productivity.
Well show you how easy it is to get the insights you need with the beautifully
designed, useful reports in Base.
17. Insights Dashboard
The home screen in Base is your insights dashboard. Every time you log in,
youll be greeted by all the most important stats and facts. See your progress
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Reports and Analytics
toward sales goals, a solid overview of account activity, and notes on your
upcoming assignments. Think of it as the CRM gatekeeper, the first look at
what you have on the horizon.
18. Visual Reporting
One of the risks of data-heavy reports is getting lost in a sea of numbers. To
be eective, reports should clearly communicate important facts and trends in
your sales teams performance. There is a treasure trove of data housed in
your CRM, the trick is having a tool that can unlock it.
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Base accomplishes this by making reports visual. With zero setup required, the
CRM will automatically pull from all of your data to give you crucial insights into
your business. The visual presentations of activities can help your leaders to
optimize processes, coach teams and calculate revenue. And, as with so many
features in Base, you can filter reports by date, user, team and tags for a close-up
look. Whether you need a birds eye view or you need to put one rep under a
microscope, Bases visual reports have the perfect combination of knowledge
and detail.
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19. Sales Forecasting
One of the best insights Base reports can give your leaders is in sales forecasting.
This report uses the numbers in your pipeline to calculate how much revenue you can
expect down the line. Forecasting helps you take control of your business by helping
you weather the ups and downs of your industry.
It works by determining the likelihood of winning the deal and each sales stage. By
crunching those odds with the predetermined close dates, Base presents beautiful,
easy-to-read reports that will become required reading for your managers and
executives.
Predicting the future might seem like the work of fortune-tellers and psychics. But
when your leaders have that power, they can make better decisions, keeping
everybody at the company in a better position for success.
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20. Call Analytics
Another Base report that will make a huge dierence in your sales teams
operation is the Call Analytics data. Considering how much time your reps
need to spend on the phone, having a chance to dig deep on the process and
success rates will show them which tactics are producing results. From
learning the best times for calls to being able to predict outcomes, Call
Analytics reports are a must.
How can you get all of this great insight into your teams calls? By taking
advantage of Base Voice.
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Base Voice unites your contemporary CRM with the most traditional sales tool,
the telephone. Conversations with clients, whether its a cold call to a new
prospect or a follow-up with a longstanding customer, are still at the heart of
good sales work. Combining an old-school phone with your nimble, powerful
CRM means more productivity and knowledge for your reps.
21. Make and Receive Calls Right In Your CRM
Thanks to Base Voice, you can make and receive calls from within your CRM.
Each rep gets a dedicated phone line so theyre always available for customer
chats.
In addition to making a rep more easily available to clients, Base Voice has a
full suite of other features to make phone time more convenient. During the
conversation, reps can access a digital notepad, read from prepared call
scripts, or review related deals. Plus, every incoming call is connected to the
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Voice and Calling
appropriate contact card, keeping the information you need where you know
you can find it.
22. Call Recording
Base Voice also makes phone communication a powerful learning tool. The
Call Recording feature lets reps keep an audio file of any conversation they
make or receive, on any Base platform theyre using.
During a deals lifetime, this is a great resource for double-checking the details
discussed with a client. The recordings are always available in case you need
a reminder of any pertinent information or want to confirm what was said in a
certain discussion. In addition, listening through old calls can be a learning
experience, especially for newer reps. If they can replay conversations, theyre
more likely to see what went well and what went wrong. This will strengthen
your team as a whole and keep everybody performing at their best.
23. Automatic Call Logging
Even if you dont want to use the Call Recording feature, Base Voice still tracks
the conversations as they happen. Any call made or received using Base
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Voice is entered as an activity on the contact, lead or deal card it is associated
with. Calls are time- and date-stamped from any Base platform where the calls
are made.
Base is all about automation. Call Logging doesnt take any eort on the reps
part. Nothing will be forgotten or entered incorrectly, and your team can keep
its focus on making the sale.
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Todays sales reps spend as much time in their inboxes as they do on the
phone. Email can be a huge drain on your time if you dont manage it carefully.
Heres how Base can help you to make the most of this communication tool.
24. Complete Integration
Closing a deal takes a huge number of emails. Base can keep track of them
for you. If you connect your email account to Base, any time you send or re-
ceive a message from a contact in your CRM, a copy will be attached to that
persons card. Thanks to Bases complete integration, copies will automatically
be added whether youre working in Bases inbox or in a dierent email client.
Integrating email with your CRM is just one more step to creating a truly cen-
tralized source of your work information. The setup process is simple, and
Base will remember your account information and take care of everything
from there. This level of automation allows you to focus on work, resting as-
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Email Automation
sured that all of your customer info is stored and available to you in one
safeplace.
Organized and easy access to your email history will ensure you have the infor-
mation you need to close thedeal.
25. Google App & Outlook
Googles email service has attracted fans thanks to its flexibility and ease of use.
With Bases Google email gadget, you can make both your email and your CRM
even more powerful. Add new contacts directly into Base or create notes, tasks
and deals from within your Gmailaccount.
You can also sync your email with Outlook. Base CRM for Outlook lets you man-
age customers and track conversations in Base without ever leaving Outlook.
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The widget copies your Outlook contact activity right into your Base account.
When you install the Base plugin for Outlook, you can sync your existing con-
tact groups with Base. Any time you update a contact in Outlook, the contact
will be updated in Base. Likewise, any updates to contacts in Base will be re-
flected in Outlook. After youve synced your Base CRM contacts with Outlook,
you can open a contact and see all relateddeals.
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For over 25 years, CRM systems have faced criticism over lack of user-
adoption.
Just look at Avons failed implementation of SAP, where they wrote o $125
million dollars because their end users said, "sorry, not going to use it". While
this was a recently publicized example of lack of user adoption, it happens all
the time. Any salesperson will tell you that CRMs just slows them down.
Thats a big problem, stemming from the fact that CRM systems cater to
managers, not sales reps. Instead of focusing on the end-user, the sales rep
who just wants to crush their quota, CRM systems expect them to enter data
so that managers can generate reports and track how their sales team is
performing.
Its also why we see so many sales reps reject their CRM systems, leaving
managers high and dry with incomplete data and faulty reports.
Well Base is changing that. Our tool is designed to increase your teams sales
productivity.
See for yourself. Try out all 25 sales productivity boosters featured in this
ebook by completing your no-risk 14-day free trial.
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Conclusion
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