How Sales Teams Should Use CRM

Tom Pertzborn sent this article out to the team... Great read... I love the end of it, where it lists sales tools from CRM used by each job role.

Read the whole article here.

Sales Tools by Job Role


·  Sales Forecast Accuracy

·  Forward Looking Visibility

·  Improved Market Share

Vice President of Sales

·  Sales Forecast Accuracy

·  Methods to Accelerate Opportunity Development/Share Best Practices

·  Improve Revenue per Sales Representative

·  Improve Win/Loss Ratio

·  Effectively Capture Loss Data for Strategic Planning/Pricing

·  Improve Consistency Across the Sales Organization

·  More Effectively Identify New Market Opportunities

·  Capitalize on Cross- and Upsell Opportunities

Sales Management

·  Sales Forecast Accuracy

·  Ability to Focus on Big Impact Opportunities

·  More Effective Coaching and Mentoring

·  Better Monitoring of Sales Performance

·  More Effective Evaluation of the Quality of an Opportunity

·  Monitor Account Activities Relative to Results (Call Reports)

Account Executive

·  Access to Customer Data

·  Improved Quote and Proposal Capabilities

·  Faster and More Flexible Corporate Approval Capabilities

·  Integrated Access to Relevant Information

·  What-if Simulation Tools

·  Higher Quality Leads from Marketing

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