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


CEO



·  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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