In the last couple of years,
sales has undergone a complete transformation in-term of its
underlying challenges and expectations.
All-together, sales can
no-longer be considered a process of fair exchange in product and its
value; today it doesn’t just limit itself to individual seller and
buyer. Rather, it revolves around organizational decision making and
process streamlining, which can be considered the essential
characteristics of a modern sales process.
These five CRM-based
sales practices help you
understand and excel in the midst of modern day sales challenges.
Internal Decision-making Pyramid
Nowadays, the common day to
day sales decisions come with long-term future implications. Here, a
single wrong decision could jeopardize client relationships, profit
margins and future of the business. Meanwhile, better decisions pave
the way to positive client relationships and business prosperity.
Here, one needs to ensure
that right individual is empowered to make the important decision.
A sales
CRM can be organized to
reflect an internal decision making pyramid. For example, all ground
level sales representatives could reflect the base of the pyramid.
Likewise, the higher parts of this pyramid can reflect upper portion
of your organizational hierarchy. All sales decisions are escalated
based on existing availability and priority. It makes all decisions
to be subjected to approval by the right individual.
This also allows you to
manage approvals based on organizational hierarchy.
Integrated Micro-Decision
Making
Rather than taking large
sweeping generalizations, you can manage your daily sales activities
based on smaller micro decisions. For example, the concerned manager
can consider each specific client quotation and prepare adequate
counter measures. This enables you to mitigate risks and rectify
errors easily.
On the off chance that you
are choosing to lump your littler choices into bigger choice, it puts
over the top measure of weight on a solitary choice. Thus, this
likewise incites course remedy and mistake location all the more
harder on a street further down. This normally builds your likelihood
of disappointment.
The CRM API notification
helps you take decisions on an individual basis. This enables you to
avoid decision-chunking errors and provides sharper ground level
visibility.
Combine Online and
Offline Lead Funnels
For a sales professional,
online and offline leads are polar opposite in nature. Online leads
tend to have larger volume with lower rate of accuracy and aptitude.
The offline leads come with better conversion opportunity. This could
result in unhealthy competition between your sales professionals.
With CRM-based sales
management, you can allocate leads on a consistent basis. Having
automation principles applied for lead management, lets you handle
each lead funnel with optimal proficiency.
Streamlining Order
Fulfillment
In a fast paced modern
world, your customers will be expecting speedy order fulfillment.
Having longer order processing time means depreciating customer
interest and increasing chance of order cancellation.
A CRM-based order
handling enables you to
connect between sales and distribution fronts of your organization.
This lets you manage each order with increased proficiency and speed.
Risk Management Protocols
For all the businesses
looking to avoid undue risks, risk management protocols are a
definite addition to the process. Under most situations, this just
complicates the situation. It serves to make your decisions harder to
manage and tougher to proceed.
With sales CRM, you can
integrate sound risk management protocols into your sales activity.
It includes automated approval request for a specific upper or lower
limit package, prevent conflict of interests, inbuilt planning,
strategy etc.
Learn to manage and improve
your sales practices with us @ +91-7899887755 or Sales@Kapturecrm.com
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