The Impact of CRM and Sales Process: Monetizing the Value of Sales Effectiveness

  • Source: CSO Insights
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To work through all the issues necessary to improve sales performance, executives have a number of options for leveraging people and knowledge. However, an area that shows significant potential for helping sales teams meet or exceed their goals is the effective alignment of sales process and technology. Executives looking to optimize performance should consider this approach to achieve their goals.

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Case Study: Accurate and Complete Factory Orders

ABB is a global leader in power and automation technologies that enable utility and industrial customers to improve their performance while lowering their environmental impact. ABB sales staff and partners historically used two different configurator solutions and this resulted in many incomplete factory orders. Furthermore, ABB wanted to make their sales process more efficient by reducing the need for engineering support. Find out how the company benefited by implementing a single configurator solution—Tacton Configurator.  Read More

Putting the "I" in CRM Series 1: The Impact to the Sales Team

Customer relationship management (CRM) has long been seen as a must-have sales tool. However, much of the value of traditional CRM accrues to managers, not the reps that use them daily. Learn how CRM designed for the individual benefits the entire sales organization from increased data quality to more predictable revenue pipelines. Read More

Putting the "I" in CRM Series 1: The Impact to the Sales Team

Customer relationship management (CRM) has long been seen as a must-have sales tool. However, much of the value of traditional CRM accrues to managers, not the reps that use them daily. Learn how CRM designed for the individual benefits the entire sales organization from increased data quality to more predictable revenue pipelines. Read More

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Aligning Sales Territories to Enhance Sales Productivity: Improving Customer Relationships in a Tough Economy

  • Source: SAP
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In a tough economy, retaining customers and reducing costs become paramount, and sales force productivity takes center stage. You should also be thinking about territory alignment: territory management directly affects customer relationships and the ability to tailor your approach to various market segments. Learn how to optimize territory alignment with the right set of tools, and overcome sales process obstacles. Read More

Improving Sales Pipeline Performance through Enhanced Visibility: Leveraging Analytics to Focus on the Right Opportunities

  • Source: SAP
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The consequences of fleeting customer attention—as companies with complex sales cycles know only too well—include lengthening sales cycles, stalled opportunities, and quarters that bring unpleasant surprises. The easy answer is to spend more time with your customers. But a better answer is having more comprehensive visibility into the sales pipeline and a complete understanding of the end-to-end sales process. Learn more. Read More

4 Essential Components for Successful Sales

Most companies are aware that the buying processes of the world and its buyers are changing, but many have yet to recognize the need to make changes within their own sales force. Often sales professionals don’t have the proper skills or tools needed to be successful. But by integrating the four sales process components, they’ll be able to capture information that can be used to place them high above the competition. Read More
 
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