This document discusses the importance of sales force automation and adopting a customer relationship management (CRM) system. It asks key questions about a sales team's effectiveness and provides statistics showing the benefits of automated processes for activities like prospecting and follow-up. Some of the benefits mentioned include being able to manage more customers, increasing deal awareness percentages, eliminating waste, and improving sales processes. The document emphasizes using technology and data capture techniques to stay in customers' buying cycles and systematically promote products in an efficient way.
2. A Key Question How many customers and/or prospects can a sales rep REALISTICALLY manage?
3. What is YOUR Awareness %? Of all the deals that go down in your territory, what percent are you in on?
4. How Effective is the Sales Staff? At the following activities: Prospecting Follow-up Staying in the buying cycles Timing the right message Proposal presentation
5. What is YOUR plan to eliminate waste and improve processes? Where do you start?
6. A Basic Assessment Key Questions and Concepts: What is your overall aptitude towards a CRM program of some sort? Where are you in the process of adopting a CRM program? If using, how effective are you with it?
7. Basic Assessment Cont… If you rolled out a CRM plan tomorrow, how likely is it that your staff will readily embrace it?
8. Assessment Planning How effective are you going to be with a formal plan, using technology and balance with all that is good with your current sales staff?
9. Data Capture Techniques The key to success is easy methods to capture the data and use it for EVERYONE’s benefit… If you do this, you’ll quickly build followers. Without using the data, you’ll quickly fail and waste time
10. Data Capture Techniques The key to successful capture and use Processes that are easy and don’t make them data entry clerks Processes that use available internal resources to overcome their shortcomings (time and aptitude)
11. Data Capture Mapping Starts with a full analysis of all possible capture points, skill sets of who can capture, and where the information goes
12. Rules for Successful Automation Fix your follow-up failure Capture traffic at all points Fix the leaks Get others selling for you
13. Contact Form Strategy The keys to successful implementation: Message to market strategy Message placement Automate the process
14. Contact Form Strategy Other key considerations: Lead Distribution: how, who and when Reporting: clear, concise, automated Fulfillment Processes: Electronic, manual, internal, external, what do you send, why and when
15. Why Automate? Because the sales staff has serious limitations in terms of time, aptitude and skill sets! You can’t leave results to chance, besides…
16. Buying Cycle 101 They buy when they are ready to buy, NOT when you are ready to sell! Stay in their buying cycles using automated processes and take the guess work out of the process
17. Relevant Statistics for Automation 88% of buyers for equipment go online FIRST to find what they are looking for Regardless of their relationship with you Prospects receive over 3,000 marketing messages PER DAY They don’t think about you or your products until they have a problem!
18. Relevant Statistics for Automation cont… Prospects need a lot of attention: They need to hear from you between 8-10 times per year to even think about you!! 2% buy on first call, 3% on second call, 4% on third call, 10% on fourth call, 81% on fifth call!
19. Up-Selling Opportunities Hate to break the news to you but… Most customers and prospects have no idea what else you sell. So?
20. Systematically Promote! The stuff you offer The features and benefits The solutions Use technology to do it efficiently Auto responders, email, fulfillment processes
21. Embrace the New World! There is a ton of great, effective, low cost ways to promote what you sell and take the guesswork out of the process!
22. In Closing Research the options Assess internal skills Assess readiness to embrace change Understand the timing, cost and technologies
