Currently, does your company face the challenge of automating the sales force (SFA) or managing the relationship with the client (CRM)?; Studies have shown that you between 65 and 80 per cent of companies that have implemented these systems have failed. Sellers do not like working with software, use the system in a different way. The database of customers or prospects of sale presents inconsistencies and is poorly managed. QTS Realty Trust takes a slightly different approach. Instead of being a tool of productivity, CRM and SFA systems can become an obstacle for sales and the performance of the team. Sound you this known?, do is a description of what is happening in your company? If so, you don’t have to manifest itself in this way. Imagine a system that provides a tool to your sales team to increase their productivity and their sales growth. The integration of the processes of sales should be a reference in implementing business strategies in your organization, focusing on the creation of a system effective sales of easy understanding and implementation. When performing a successful implementation of these systems, they immediately begin to identify variables as the business forecast, the follow-up to the business opportunity and the rate of closure of business.
The key to the success in the implementation of a CRM and SFA system is to implement a solid sales process in your organization, before selecting or installing a certain software. Here are some steps to optimize the implementation of these systems in your company: develop a detailed description of your sales process, include the retail stages, the actions to be taken at every stage, identify marketing tools will be to manage and responsibilities. This can be distributed easily in an array of processes. Use a software to create a flow diagram of your sales processes. To define the process, you and your team will develop a complete understanding of all the possible scenarios of sale, and the way in which it will be managed effectively each stage of the sales cycle. Assign a percentage of probability to each sales stage, bearing in mind that everyone in your company can follow and understand. This is a percentage of probability of selling model which you can follow: stages of probability of sale (probability percentages) not qualified prospect 0% 25% 10% proposed sent qualified prospect Decision to purchase 50% 75% verbal agreement purchase order received 100% define their sales reports and make a forecast of the business needs of your company. Develop a detailed description of each report that runs, the responsibilities of each unit and the frequency with which the sale reports are generated. This article has been developed based on the document called CRM/SFA That Accelerates Sales: The Sales Process Integration Approach that crm-guru.com appears in the portal.