6. Knowing how many prospects are in
each stage also helps you identify
where your leakage occurs
Knowing your actual won Vs lost numbers are
critical if you want to improve.
Most salespeople think that they close a higher
percentage than they actually do
7. Leads are not prospects and
are not in your sales funnel
until you convert them into
an actual appointment
Knowing where the lead
came from helps you
understand where to focus
your energies
8. Recordings of all telephone
communication minimizes the
chance of forgetting anything
Knowing where the
contact came from helps
you understand where to
focus your energies
10. Benefits of The CRM System
• Snapshot of your current pipeline
– A shot of reality
• Record of Win/Lost
• Identify where the prospects came from
• Identify what sales propositions open the most
opportunities and which are easiest to close
• Makes it easy to identify where in the process your
sales are breaking down
• Complete record of all contacts with prospects and
customers (can include telephone conversations