Now that we have a big picture understanding of CRM, let’s talk about what it can do for you when managing a sales team.
For both outside sales reps and an inside sales team, how do you know what’s going on? What’s in their funnel. How do you track their productivity?
The obvious answer is by how much business they close, right? The narrow answer is yes, but here’s why the wider answer is no.
First off, we all know that it takes 6-12 months for any new hire to become effective, and it can take even longer for more technical companies when hiring from outside the industry.
In the meantime, how is the hire progressing? Do they have a funnel? Are they making contact with enough people per day? Wouldn’t it be awful to have to pay a salary or waste time training someone who wasn’t performing for a whole year?
Now let’s flip the coin and assume that your new hire is doing well. Where are they drawing their leads from? What is the most effective use of marketing dollars for translating prospects into leads?
Maybe tradeshows are not generating the leads you thought they were, and you’re actually getting better qualified leads from your website. Maybe you take the tradeshow money and pour it into facebook ads or SEO to accelerate your sales funnel.
Using CRM, and specifically the CRM app from Odoo, you can get concrete answers and finally have facts to base your decisions on that will help your business grow.
Contact me today and we can discuss how to do exactly that.
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