ForceManager - CRM pentru echipa ta de vanzari

2. ForceManager
is
an
innova.ve
sales
management
system
offering
new
and
original
mechanisms
to
op.mise
the
performance
of
field
sales
teams.
What
is
ForceManager?
2

3. ForceManager’s
mission
is
to
increase
both
ac.vity
and
produc.vity
levels
of
the
field
sales
force,
enabling
the
sales
team
to
close
more
sales
-­‐
with
the
same
resources.
What
is
ForceManager
for?
3
+
Ac4vity
+
Efficiency
+
SALES

4. A
fast
return
on
investment
4
As
a
direct
result
of
using
ForceManager,
interac.on
between
your
sales
team
and
your
target
market
will
increase
by
more
than
20%,
ensuring
a
fast
and
measurable
return
on
investment.

5. ü By
enabling
each
sales
person
with
the
tools
and
informa4on
they
need
ü By
removing
tasks
that
distract
sales
people
from
the
sales
process
ü By
providing
sales
management
with
detailed
informa.on
on
the
performance
of
the
sales
team,
and
iden.fying
areas
for
improvement.
How
does
ForceManager
achieve
this?
5
+
Ac4vity
ü By
automa4cally
recording
the
intensity
of
each
person’s
sales
ac.vity
ü By
regularly
informing
each
sales
person
how
their
own
produc4vity
compares
with
that
of
their
colleagues.
+
Efficiency

6. 6
Contents
1. Part
One:
ForceManager
for
the
sales
person
2. Part
Two:
ForceManager
for
sales
managers
3. Part
Three:
Technical
features
of
ForceManager

7. Part
One
Selling
-­‐
exactly
as
it
should
be

8. 8
Know
your
customer
ü Contact
informa.on
ü Geolocalisa.on
ü Record
of
visits,
orders,
issues
and
communica.ons
ü Sales
opportuni.es
ü Reports,
metrics
and
sta.s.cs
ü Thanks
to
ForceManager,
the
sales
person
arrives
at
the
sales
call
armed
with
all
the
relevant
client
informa4on,
easily
accessed
via
a
tablet
or
smartphone
right
before
each
visit.
ü The
informa.on
is
available
regardless
of
internet
connec.on
(offline
mode).
ü Informa.on
on
the
client
includes:
Dashboard,
iPhone5,
Samsung
S
III

9. 9
ü Thanks
to
its
geolocalisa.on
system,
ForceManager
recognises
each
sales
person’s
posi.on
and
provides
a
map
with
sales
opportuni4es
in
the
local
area.
ü The
map
indicates
the
op4mal
route
for
geXng
to
the
next
des.na.on
in
the
shortest
.me
possible.
Know
your
surroundings
ü ForceManager
intui.vely
knows
when
the
sales
person
is
visi.ng
a
client
and
immediately
provides
informa.on
on
that
company
–
there’s
no
need
to
search.
Sales
opportuni.es
in
the
vicinity
of
the
user,
view
of
map
(Samsung
S
III)

10. 10
ü The
quick
visit
report
(check-­‐in)
allows
the
sales
person
to
instantly
report
in
on
sales
calls,
at
the
click
of
a
buon.
ü ForceManager
only
allows
for
check-­‐in
from
the
sales
call
loca4on,
guaranteeing
the
accuracy
of
the
informa.on
recorded.
ü The
sales
person
can
add
comments
when
checking
in,
or
a]er
the
sales
call.
ü Sales
teams
dedicate
all
their
4me
to
selling,
thus
avoiding
the
onerous
task
of
manually
repor.ng
sales
visits
or
phone
calls.
Dedicate
your
whole
4me
to
selling
Check-­‐in,
iPad
Mini

11. 11
ü The
sales
person
can
use
the
mobile
device
to
show
detailed
brochures
and
digital
presenta4ons.
Offer
a
more
professional
image
ü The
system
guarantees
that
the
sales
team
only
show
up-­‐to-­‐date
Company
materials.
ü ForceManager
allows
for
storage
of
any
type
of
file,
including
presenta.ons,
images
and
videos.
Document
storage
system
(Samsung
SIII)

12. 12
ü With
ForceManager
the
sales
person
has
the
descrip.on,
price
and
documenta.on
on
all
products
and
services
available
to
the
prospec.ve
client.
ü The
sales
person
can
provide
quotes
and
place
orders
directly
from
the
product
catalogue
on
the
mobile
device,
while
s.ll
with
the
client.
ü The
sales
person
can
use
ForceManager’s
integrated
system
of
discounts
and
promo.ons.
Confirm
quotes
and
orders
on-­‐the-­‐spot
List
of
quotes
(iPad
Mini)

13. 13
ü ForceManager
enables
sales
teams
to
plan
their
own
ac4vity
via
a
diary
or
calendar.
ü Sales
people
can
consult
–
in
real
.me
–
their
own
task
list
or
those
assigned
remotely
by
the
sales
manager.
ü Tasks
can
then
be
marked
as
done
as
they
are
completed.
Calendar
(iPhone
4S)
Plan
your
daily
ac4vity

14. 14
Know
your
own
performance
(inverse
repor4ng)
ü Sales
people
receive
a
weekly
report
by
e-­‐mail
showing
a
quan4ta4ve
and
qualita4ve
analysis
of
their
professional
ac4vity.
ü Thanks
to
this
report,
sales
people
also
know
the
intensity
of
their
sales
ac.vity
in
rela.on
to
their
colleagues.
ü Inverse
repor4ng
makes
sales
people
aware
of
their
own
performance,
which
in
turn
produces
an
increase
in
sales
ac.vity.
Report
on
sales
performance

15. 15
Part
Two
Total
transparency
in
sales
management

16. 16
ü ForceManager
automa.cally
records
and
measures
impacts
between
the
sales
force,
clients
and
prospects
within
the
target
market.
These
include:
Automa4c
measurement
of
your
sales
impacts
ü Phone
calls
made
from
a
mobile
or
landline
ü E-­‐mails
sent
from
a
mobile
device
or
desktop
computer
ü Geolocalised
sales
calls.

17. 17
ü Thanks
to
informa.on
being
automa.cally
recorded
in
the
system,
ForceManager
provides
objec.ve
data
on
the
amount
of
interac4ons
the
sales
force
is
genera.ng
in
the
market.
This
is
updated
in
real
.me,
as
impacts
are
made.
Quan4fy
your
sales
efforts
Evolu.on
of
collec.ve
sales
effort

18. 18
ü ForceManager
combines
informa.on
on
the
intensity
of
sales
ac.vity
with
sales
generated
by
each
sales
person,
providing
a
detailed
overview
of
the
sales
team’s
performance.
A
comprehensive
overview
of
sales
performance
Sales
people
who
generate
a
high
number
of
impacts
but
insufficient
sales.
Sales
people
who
generate
a
high
volume
of
impacts
and
sales.
Sales
people
who
meet
their
objec.ves
despite
lile
interac.on
with
the
market.
Sales
people
who
generate
neither
sufficient
sales
nor
sufficient
interac.on
with
the
market.
Ac.vity/sales
diagram

19. 19
ü ForceManager
generates
a
dynamic
ranking
of
the
sales
team,
based
on
level
of
ac.vity,
sales
generated
or
other
criteria.
Sales
team
ranking
Ranking
of
the
sales
team
by
volume
of
impacts

20. 20
ü ForceManager
provides
an
accurate
overview
of
the
geographical
regions
where
sales
efforts
are
being
focused,
whether
at
local,
regional,
na.onal
or
interna.onal
level.
ü Geographical
analysis
is
automa.c
and
based
on
geolocalisa4on
of
impacts
(sales
calls)
and/or
on
the
real
4me
loca4on
of
the
sales
people
(op.onal).
Geographical
distribu4on
of
sales
ac4vity
Map
of
real
.me
loca.on
of
sales
agents

21. 21
Evalua4on
report
ü ForceManager
provides
sales
managers
with
a
quan4ta4ve
and
qualita4ve
analysis
of
the
ac.vity
of
each
sales
person.
ü The
report
is
based
on
real,
objec4ve
data,
automa.cally
generated
in
real
4me.
ü It
therefore
reflects
the
actual
performance
of
each
sales
person.
Individual
analysis
of
sales
ac.vity

22. 22
ü Impacts
generated
by
the
sales
person
are
only
registered
as
professional
ac.vity
if
the
numbers
called
are
from
contacts
in
the
Company’s
database.
Op4mal
informa4on
management
ü This
incen.vises
the
sales
person
to
maintain
a
clean,
comprehensive
and
up-­‐to-­‐
date
contact
database.
ü Recogni.on
of
call
recipients
dras.cally
reduces
the
use
of
company
phones
for
personal
calls.
Phone
use

23. 23
Analysis
of
the
distribu4on
of
sales
effort
Distribu.on
of
sales
effort
across
accounts
ü As
each
impact
has
a
recipient,
ForceManager
is
able
to
provide
an
analysis
of
the
distribu.on
of
sales
effort
across
each
sales
person’s
account
por[olio.
ü Analysis
of
4me
distribu4on
of
the
sales
effort
guarantees
that
each
sales
person
makes
the
most
of
their
working
day.
Time
distribu.on
of
sales
ac.vity

24. 24
ü As
all
registered
impacts
are
directed
at
a
clearly
iden.fied
recipient,
ForceManager’s
coverage
analysis
indicates
how
much
effort
is
being
directed
at
each
category
of
client.
ü Coverage
analysis
allows
for
easy
iden.fica.on
of
neglected
accounts.
ü It
also
demonstrates
the
level
of
aen.on
each
sales
person
has
given
to
each
client
or
prospect
profile.
Account
coverage
analysis
Coverage
analysis

25. 25
Part
Three
Technology-­‐driven
sales
efficency

26. 26
ü ForceManager
is
available
as
a
web
applica4on
for
sales
managers,
and
as
a
series
of
na4ve
applica4ons
for
mobile
devices
for
sales
people.
ü The
mobile
applica.ons
have
a
system
of
cache
memory
allowing
sales
people
to
work
in
areas
of
low
or
zero
internet
connec.on.
Sales
efficiency
in
the
cloud
ü ForceManager
is
based
in
the
cloud:
informa.on
is
located
in
a
high-­‐availability,
secure
server
and
accessed
via
the
internet,
from
any
device
or
loca.on.
Database
Internet

27. 27
Mul4-­‐pla[orm
ü ForceManager
offers
na.ve
applica.ons
for
most
mobile
devices
in
the
market:
iPhone,
iPad,
and
Android,
BlackBerry,
Windows
8
tablets
and
smartphones.
BlackBerry
iPhone/iPad
Android
Windows
8

28. 28
Integra4on
ü ForceManager
can
easily
be
integrated
with
any
ERP
or
CRM
system.
ü The
data
entry
interface
is
based
on
an
exchange
of
Excel
(XSL)
or
plain
text
(CSV)
files,
periodically
exported
from
the
ERP/CRM
system
to
an
FTP
server.
ü ForceManager
also
features
a
web-­‐service
interface
which
allows
for
two-­‐way
integra.on,
thus
ensuring
total
synchronisa.on
of
informa.on.
ERP/CRM
ERP/CRM
connector
Database
Apps

29. 29
For
more
informa4on…
ü If
you
would
like
to
know
more
about
how
ForceManager
can
help
you
and
your
sales
team,
please
visit
www.forcemanager.co.uk
ü Or
if
you
have
specific
ques.ons
or
would
like
a
quote,
please
get
in
touch
via
our
contact
form:
hp://www.forcemanager.co.uk/contact.php
ü We
will
be
happy
to
assist
you.