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 on year performance. 
c. Add association of customer with company against their growth
d. With above deatils against each customer, add if they are on auto pilot mode or needs support.


2. What is your next year business plan ? Break it and plan it customer wise 

Before you provide your commitment, it is important to understand what is the growth expected out of your region / customers. Accordingly you need to plan by breaking up the business plan customer wise / region / geography wise.

a. Based on higher dependency on particular customer / region the visits to such customer will be accordingly.
b. Identify customers / regions where maximum of gap is available, plan your visits to such customers / regions. 

 3. Combine Marketing plan into your visit plan

Marketing Managers / Product Manager should provide you with plan for coming year on various initiative and products to be launched. 

a. Understand the product in pipeline to be launched.
b. Identify the region / customer where the application of product is maximum
c. If application is equally spread, identify the region where introducing will have maximum impact / support. 
d. Schedule your visits maximum to such customer and region. 

These are top 3 things how CRM needs to be leverage by Sales Professional and plan their sales strategy and business plan. 



Comments

Post a Comment

Popular posts from this blog

Visting Card !! Job Title vs Designation ??

-
Image
Visiting Card, an important asset to be carried along everywhere we travel, as it is the starting point of conversation. Recently, when we were chatting on the same topic and we debated if job title or designation to be on the visiting card.  " My Thoughts " is a job title can help contacts understand your role & responsibility within a company, quickly determine the decision making power the position holds. It has it's uses and can be extremely helpful. Also, visiting cards are given to customers, vendors and mostly people outside the organization and therefore, the hierarchical designation doesn't really concern the person outside the organization... Therefore, a job title must be on visiting card.     Example: A Country Manager for a particular channel is at hierarchy of Deputy Manager within the organization... Which do you think is the right way of having the business card ?  
Read more

The 3 Monkeys of Communication !

-
Image
Communication forms one of the key challenge any organisation faces. The " Three wise monkeys " pictorially depict " see no evil, hear no evil and speak no evil ". But in this article, the three wise monkeys are interpreted in a positive way and term them as " The three   Communication monkeys ". 1. OBSERVE The 1st monkey is shows " EYES ", i.e it is important for us to see and observe whats happening around us. (play the below video first before reading further) Credit : Daniel J Simons The monkey business is the most ideal test to check our observation skills, as many who take this test would fail in noticing all the three changes. Changes : a. Gorilla walks in between the passes b. The girls with black shirt walk out c. The change in curtain colors. Therefore, this video to how we observe minute details. It is all happening right in front of us, but since we are held up in some other activity, we tend to ignore / don&#
Read more

4 Ways of saying "NO" for organization and career growth !!

-
Image
World is being a more competitive place and to retain customers and increase the sales / turnover of an organisation, there are many things a company can plan / strategize. But many times the company plans to achieve these strategies by squeezing the existing resources. But since many employees fear saying "NO" to the managers, they take the tasks / additional load which would impact the productivity levels of their existing tasks : Am not saying here that each task an employee receives, must say "NO" to it, but my point is that the employee needs to evaluate it before accepting.  1. What is current occupancy level ?  Nobody in the organisation is working for 100% of their working hours. This is a known fact to all. But the occupancy level differs for each employee. The employee needs to evaluate the occupancy level and based on the same if it is more than 75% then he can explain the same to the manager in a logical way to say "NO" to t
Read more