Call Today: (330) 929-1353
  • About
    • Our Approach
    • Our Story
    • Our Clients
    • Our Pledge
    • Careers
    • Alliances
  • Services
    • Microsoft Dynamics CRM Rescue
    • Microsoft Dynamics CRM Support
    • Planning
    • Implementation
    • Microsoft Dynamics CRM Optimization
    • Lead Generation
    • Dynamics CRM Coaching
    • User Training
    • Business Intelligence & Reporting
  • Solutions
    • Microsoft Dynamics CRM
    • Microsoft Dynamics 365
    • Microsoft Dynamics 365 Project Service Automation
    • Microsoft Dynamics 365 for Hospice
    • CRM SmartMap
    • Marketing Automation
    • Portals for Dynamics 365
    • Application Development
  • Contact Us
  • Blog
  • Store

InfoGrow Blog

See your organization thrive with sales, marketing and customer service all on the same page and no more data silos​

Do Clients Really Need a CRM System to Grow Their Business?

10/9/2018

0 Comments

 
Picture
The most fundamental requirement for growing a business is having sound sales processes that can be tracked, measured, and audited. Such processes must be written down and followed closely, not shared through word-of-mouth like an urban legend. A documented sales processes allow your clients to create a repeatable blueprint for success.

So where do they keep such data and monitor their results?

Ask These Questions & Help Your Clients Act on the Answers
An excellent way to determine your need for a CRM system is to assess how well they are handling the essential business functions listed below with the related questions.

Sales
  • Sales Cycle per Product: It is too long or what you’d expect? Do you track each phase of the sales cycle? What steps can you take to reduce the cycle length for each product?
  • Revenue per Closed Lead: What is the average revenue generated per closed lead? Are improvements needed?
  • Cost per Lead: Can you quantify this cost and if so, is it higher than you’d like? What can you do to reduce it?
  • Quote-to-Sales Conversion Ratio: How easy or difficult is it to calculate this metric? How are you using it to evaluate your sales success?
  • Win-Loss Ratio: How are you calculating this measure relative to quotes issued? Are you losing more than you’re winning? What factors are driving these wins and losses?
  • Average Cost per Sales Call: Is it higher than expected? What should it be to maintain profitability? Do you know which costs provide the best returns?
  • Sales Losses: Why do reps lose sales? What are the patterns relative to market, product, and individual sales rep? Do you have the data needed to convert more losses to wins?
  • Sales Process Compliance: Do you have documented sales processes? Which sales reps are (or are not) following those processes? How do you track and follow up on individual compliance?
  • Buying Potential: Are reps approaching the right customers with the right opportunity? How do they assess a customer’s buying potential for a particular product?
 Marketing
  • Lead Generation: Is marketing generating the right kinds of leads for your business? How do marketing and sales collaborate on lead generation? Are the lines of responsibility clear and formalized?
  • Sales Territories: Do you know your market share by sales territory? What tools do you use to regularly assess and define each territory?
  • Sales Pipeline: Is it robust enough to sustain continuous growth? Are prospects viable and easily qualified? Which lead sources add the most value to the pipeline?
  • Value Proposition: Are marketing and sales aligned on your product’s value proposition? Is sales selling what customer service can effectively support? How do you monitor this alignment?
 Customer Support
  • Customer Satisfaction: How do you define it? Measure it? Analyze it? Do you have the appropriate insights to improve customer engagement and satisfaction?
  • Problem Resolution: How many open services issues have key customers had in the last 30-days? Do stakeholders across the organization have visibility into outstanding and resolved customer issues, including billing concerns?
  • Customer Engagement: Are sales reps and account managers communicating regularly with key customers? How do you determine where improvements may be needed?
  • CLV: Do your reps known the lifetime value of their top 20% customers? How do they calculate this metric?
 Let me know how I can support your efforts as a resource – call Bob 330-929-1353 x224
straight talk about crm
0 Comments

Your comment will be posted after it is approved.


Leave a Reply.

    Picture
    ​

      Subscribe to Our Blog

    Subscribe

      Contact Us

    Submit
    Picture
    schedule a call
    Schedule a Call

    Categories

    All
    Considering CRM
    CRM
    Lead Generation & Management
    Maps Drive Insight
    Marketing Automation

    RSS Feed

    Contributors

    Picture
    Bob Sullivan
    President
    Picture
    Tonya Duus - Stephenson
    Business Manager
    Picture
    Larry Brown
    CTO
    Picture
    Steve Luc
    ​Senior Consultant

​ABOUT    |    SERVICES    |    SOLUTIONS    |    HELP    |    BLOG    |    STORE


Address

2140 Front Street, Cuyahoga Falls, OH 44221

Telephone

(330) 929-1353

Email

info@infogrowcorp.com
  • About
    • Our Approach
    • Our Story
    • Our Clients
    • Our Pledge
    • Careers
    • Alliances
  • Services
    • Microsoft Dynamics CRM Rescue
    • Microsoft Dynamics CRM Support
    • Planning
    • Implementation
    • Microsoft Dynamics CRM Optimization
    • Lead Generation
    • Dynamics CRM Coaching
    • User Training
    • Business Intelligence & Reporting
  • Solutions
    • Microsoft Dynamics CRM
    • Microsoft Dynamics 365
    • Microsoft Dynamics 365 Project Service Automation
    • Microsoft Dynamics 365 for Hospice
    • CRM SmartMap
    • Marketing Automation
    • Portals for Dynamics 365
    • Application Development
  • Contact Us
  • Blog
  • Store