How can Sales person leverage CRM for Sales Strategy ?
Sales Manager was disappointed after coming out of review meeting with Management as they had pointed out on poor performance in that Qtr. The company had moved to new CRM (Customer Relationship Management) software and all Sales personal were asked to provide Call plan / Visits to Customer in starting of year and were being tracked through this new tool. With growing CRM softwares, companies have moved to track performance / visit logs through various CRMs and Apps. But many sales managers fail in providing realistic call plan. Here below are some of considerations for a Sales Manager while estimating call plan. 1. Start with Sales Performance Analyse performance of each customers / geography you are responsible for and focus more where your presence is required. Have growth and market share as two important criteria to measure performance and plan visit. a. First of all make a list of all customers (both direct and indirect) b. Against each customer / geography add year