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From the Excel era to CRM in the cloud – Part 4 - Management

Management – what to do to get the whole picture

Problem: Non-transparent sales funnel

As a manager you don't know what's going on in the sales funnel. How many contracts go through it and how much time salespeople spend on average on one contract. It is not clear at which stages of sales to your salespeople get stuck. You also don't know which stages of the sales cycle run faster or slower and why.

Solution: Create sales cycle reports and sales speed reports

With the sales cycle report you can easily find out how long it takes for each of your salespeople on average to close the contract. Then you'll see that one takes 28 days to complete, while the other only 19 days to complete. The sales speed reports go one step further. Thanks to them not only will you learn the average time of closing the contract, but also analyze its process, and all this with the function of dividing the sales process into different stages. Information about the fact that one salesman needs as much as two weeks to transfer a new opportunity to sell the software to the Demo stage, and another only eight days to be in Evaluation, will show you what to put emphasis on in order to improve their results.

Problem: Various processes are difficult to manage

You manage a company that offers several different products or services for different target groups. Each of them requires a different sales process. Tracking this in one consolidated funnel makes no sense and is not reliable.

Solution: Separate sale funnles

Each sales process for a different customer group is defined differently with its own stages, the probability of closing and all the information that you collect at each of these stages. Different processes do not have to be visible to all groups of salespeople.  As a result, there is no risk that salespeople will make a mistake in entering data. Separate funnels can also be assigned to different products or service you offer.

Problem: Data are not consolidated for reporting

You wait for day to get key information about your customers. Dedicated people from business analytics or administration departments work on consolidation and reporting. You cannot quickly and easily generate the most needed reports on sales, customer service level or effectiveness of marketing budgets. After all, you won't do it yourself.

Solution: Centralized cloud-based CRM

One system shared by all users solves these problems. Data is saved in the same instance and available at any time from any place for users depending on their needs and responsibilities. As a member of the management you have access to all data wherever you want, whenever you want and from any internet-connected device. Individual employees see only as much as they need to do their job and what you allow them to.

Problem: Efficiency does not keep pace with the growth

Your company is growing rapidly, the number of people is getting higher, the range of products and the number of partners and suppliers is increasing. In addition, processes change and need to be adapted to new conditions. Also, you see that most of these processes are not automated, information is siloed and there are bottlenecks in information flow.

Solution: A systems that is flexible

You need a CRM system that can adapt to your needs, not the other way around. You will be changing existing processes, adding new ones and introducing new functionalities. For example, you can start with sales modules and then move on to customer service if the number of queries starts to exceed the possibilities of their manual handling. A flexible CRM platform does not have to be immediately complete and configured with all available modules - it can grow gradually according to your growing needs. You can add marketing later and the portal for your suppliers only if you cooperate with the best and loyal ones.

Think about it when choosing the right CRM system for your company. It can't be a system written by a keen IT specialist who can only change and keep it on his server.


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