The Winning Formula for Increased Sales

 

Behind every winner is a top-notch crew.

Are you looking for the “Winning Formula” for improving how you market, sell, and provide service to your customers?  Well it’s going to require more than just a good CRM solution.  CRM is just a tool. It doesn’t run your business and it won’t automate internal business processes that don’t exist.

Many small to mid-size businesses have struggled to realize any measurable improvement in business performance with their CRM software. In fact, 73% have failed to get their software properly implemented and utilized.  Here’s why.

Very often small to mid-size businesses are challenged by a lack of resources or experienced personnel who can develop internal business processes for creating effective marketing campaigns, managing the sales cycle and efficiently responding to customer inquiries.  Buying a CRM won’t address this requirement. It’s like having the fastest race car on the track, but without an experienced driver and pit crew you’ll never win the race.

Commence Corporation has addressed this challenge by combining our top rated CRM software with a set of best practices created by a team of highly experienced professionals with more than 15 years of sales, marketing, and customer service expertise. The software automates key components of the business such as lead qualification and management, marketing campaigns, sales pipeline execution and forecasting, performance monitoring and reporting. Experienced mentors help to define, implement, and reinforce the internal processes that drive sales execution and business performance.

This is what differentiates Commence CRM from the competition. We don’t just sell CRM software. We provide the value added services necessary to deliver measurable results.  In fact, while we prefer you use our CRM solution, our best practices and experienced staff can help you to achieve measurable results with whatever CRM product you are using today. Call us at 1-877-COMMENCE to learn more.

All in One CRM is the Way to Go

There is a new catch phrase in the CRM software industry and it’s called “All in One CRM”. It’s a clever term that does a very good job at differentiating the myriad of CRM solutions that are available today. While most CRM solutions provide you with the ability to manage accounts and contacts, capture notes, and produce a sales forecast, All in One CRM systems offer fully integrated departmental solutions for managing leads, documents, marketing, and customer service. A few of the mainstream CRM solutions like Commence CRM even offer an integrated Project Management application.

Simply stated, All in One CRM solutions offer more functionality than those designed for a specific purpose like contact management or sales opportunity management.

Popular CRM review sites such as G2Crowd.com have created two separate vendor quadrants to help customers with their selection process. There is a quadrant for general-purpose CRM solutions and one for All in One solutions. You will notice there are far fewer vendors in the All in One category.

All in One CRM Quadrant and General Purpose CRM Quadrant | G2Crowd.com

The benefits of going with an All in One CRM Solution are numerous assuming you need more functionality and flexibility than what the basic solutions offer.

Comprehensive Solutions

First, you will not have to worry about outgrowing an All in One CRM system because these products are robust and offer comprehensive functionality.

More Customization

All in One CRM systems are also much more customizable than general purpose ones which means they can more easily adapt to changes in business requirements.

Personalized Service

All in One CRM solution providers traditionally offer a variety of services simply not available from general purpose suppliers such as on-boarding and training to assist with third party system integration.

Flexible and Modular

The majority of All in One systems also offer a variety of packages or product editions so you can start small and grow into the other applications at a later time. This is quite appealing to businesses that are anticipating growth, but are not ready to implement the full suite of applications offered by these products.

I think we will see more organizations using All in One CRM as a classification to differentiate CRM product offerings. It’s a simple, but effective way to categorize CRM software.

 

Sales Enablement is Key for Improving Sales Execution

Every business needs more sales and wants to improve sales execution. Achieving this requires a commitment to first define your sales process, automate it, then manage each phase of the sales cycle. This is one of the core features of CRM software, but CRM tools by themselves are not the answer to improving sales execution. The tools need to be complemented by strong sales management and a sales team that appreciates having a structured sales process in place. This will result in quicker sales cycles and closing more business.

Step 1 – Lead Qualification

First, the sales organization needs to define what a highly qualified prospect looks like for their business. Start by simply asking a few questions such as:

  1. What customers do we serve better than anyone else?
  2. What are these customers’ competing alternatives?
  3. How can we efficiently convert prospects into new customers?

Incorporating these questions into your CRM will automatically qualify each new opportunity based on a set of predefined criteria or questions as illustrated below. In flexible CRM solutions, these questions can be customized for your business.

commence-crm-lead-qualification-sample-questions

Based on how each sales representative answers the questions, the system will then rank and color-code each lead. [Red for hot or highly qualified; yellow for warm – there is an interest but more work to be done; and blue for cold or just starting out.]

This automated business process ensures that each sales representative is laser focused on the most promising opportunities based on the company’s qualification criteria and not their gut instinct, saving your business valuable time and money.

Step 2 – Sales Cycle Management

The next phase of sales enablement is to define the steps in your sales process. The screen below highlights a sample of the sales stages for each new business opportunity.

commence-crm-sales-cycle-management-sales-stages

The ability to monitor deal flow will provide your organization with substantial value. Sales managers can monitor where each new business opportunity is in the sales cycle, determine if it is stalled or moving through the process as expected, and assign the proper resources to help win the business at the right time.

Step 3 – Sales Reports

Using a CRM for forecasting will help optimize your selling process by improving the timeliness and accuracy of your monthly and quarterly sales forecast.

commence-crm-report-30-day-sales-forecast

The CRM system organizes each forecast based on the sales stages you have entered within the system. In addition, you can review each opportunity in your sales funnel and drill into both pending and completed activities to ensure nothing falls through the cracks.

The pathway to your success in improving sales execution will be based on:

  • the commitment of your management and sales team to devote the time and resources necessary to define your sales processes
  • adopting a CRM software application that will enable you to automate and optimize your sales process
  • and taking advantage of best practices your solution provider can offer to ensure the proper implementation and use of their software

To learn more about how you can maximize sales enablement and optimize your sales process contact Commence CRM sales at 732-380-9100.