Home
CRM
White Papers CRM
White Paper: Introduction
to CRM Sales Force Automation
Introduction to CRM Sales Force Automation
PDF:
Introduction
to CRM Sales Force Automation
| skip to page 1 | 2 |
FLEXIBILITY OF ON-DEMAND CRM
The latest on demand CRM systems have improved security that guarantees data integrity. The newer systems offer functionality that enables you to refine access to information in your organization on a 'need to know' basis. It allows you to define reporting structures, integrate permissions based on function, respond to and adjust access requests quickly and efficiently. There are no data leaks as a result, and there are migration options should you decide to exit the system.
You should look for Audit Trail functionality that provides real time reporting that details transactions and transaction owner for any object item in the system. This provides a means to identify and correct any unwanted activities in the system, and thereby aids in supporting your security audits.
If you choose to maintain external information systems and want to link your on demand CRM system to existing holdings, you can explore the possibilities of API integrations. For instance, you might want to integrate CRM services with your Blackberry units out in the field. This can be done securely, and efficiently with appropriate due diligence and consultation. The best deployment of on demand systems though, are situations where the Sales Methodologies are clearly defined, there is a commitment to map these processes into the CRM system, there is a commitment to manage change and training issues, and intention to use the on demand system as an end-to-end solution where this functionality is offered in on-demand CRM systems.
To automate your Sales Methodology, you will require access to a system that has integrated Project Management tools. The tools should should facilitate collaboration, help you to align your resources and manage your sales goals. Optimally, you would also have access within the tools set to workflow functionality and good reporting and tracking functions as well.
SOLUTION SELLING IN ONLINE CRM SYSTEMS
If you have identified Solution Selling as one of your company's goals, an automated system with the functionality described above, would compliment your efforts greatly. Solution Selling is a sales methodology that systematizes processes that help members of your sales team collaborate and operate more as trusted advisors to your customers, in advancing solutions, making recommendations and enhancing sales campaigns and outcomes. Solution Selling fosters an environment that encourages consultation between you and your customer to discover solutions in mutually productive projects and an integrated on-demand system would be an optimal environment in which to foster this approach.
To manage Solution Selling and the activities that come under this umbrella, it is important to look at the Project Management Tools that an on demand CRM system must offer to support these types of sales initiatives.
First off, it is imperative for any Automated Sales Process to incorporate a set of flexible Project Management tools. In advancing Automated Sales Processes and Solution Selling within your organization, there will be change and uptake issues that can be compounded by inefficient and/or overly complicated tools and interfaces. It is important to take the time to explore the flexibility and adaptability of the PM tools offered, and to assess the interface for usability within your sales team.
The component behind the PM tools is workflow. Workflow is the platform behind the interface that maps your business process, including your sales methodologies, into the CRM System. When you set up your business process (BP), you incorporate all aspects of the sales process for automation. You are essentially building a framework in which your team will work, according to rules you have developed with the help of accepted best practices and your own experience. The workflow engine in the CRM system must accommodate your current activities and provide flexibility that can incorporate changes and enhancements to BP in the case of growth, refinement of BP and user requests.
Without workflow capacity, it is virtually impossible for a CRM system to advance automated Sales and Team Selling. The workflow process can capture each step, plan for exceptions, accommodate process change and foster team interaction by giving the user control over his or her sales environment. The workflow process incorporates Project Management tools that enable capacity for managing the information coming in from the front line sales force in the context of marketing efforts, and where possible, inventory and billing activities.
On undertaking Sales force Automation you acquire a single holding for information coming into the system. This avoids the creation of information silos and necessity of bridging various systems to acquire accurate metrics for your sales and business activities. Your CRM has not only automated your Sales Processes, it has captured all information in one place where it can be extracted in various forms in support of decision making, forecasting, reporting, projections and so forth.
FRONT AND BACK END CRM SOLUTIONS
With the acquisition of a CRM system, you have acquired tools for your workforce that integrates information sources from Marketing and Sales efforts and optimally can provide integrated back end capacity for rich accounting and inventory management services from within the system. The excellence in going to an on demand system is that it facilitates an organization's ability to be able to:
- ride out resource change over
- accommodate expanding and contracting workforce based on campaign
- circumnavigate bottlenecks
- foster teamwork
- attend business, sales, inventory and administration activities, all from within one system.
In choosing an on demand CRM system that is flexible and can grow, you have the advantage to build information holdings, train your sales team in an efficient and productive environment, acquire a set of sophisticated PM tools, and grow your CRM capacity as needed. An on demand CRM system can be as robust as you and your team need in the time frames you need. This translates easily into savings all the way from acquisition, to training, to improved efficiency and accuracy, to growth initiatives. It is a matter of taking the time to do the numbers, factor in your business activities and assess the possibilities for BP streamlining and operational savings.
| skip to page 1 | 2 |
