To be effective, your sales manager requires a tool that makes customer information such as sales history, account planning, service reports, and revenue forecasts easy to use. Members of the sales team want a system that's easy to learn and helps them meet their sales goals.

Your CRM system should also meet the needs of your sales approach - whether you manage long complex sales cycles or fast turnaround quotes and orders.

Your Sales Director's CRM priority

The sales manager is focused on moving your product and targets the following CRM evaluation issues:

• Supporting sales staff's efforts to secure business
• Avoiding the disruption of a complete systems replacement
• Obtaining personalised vendor support for new systems
• Providing the data necessary to support sales goals
• Integrating new solutions with existing data systems
• Tracking leads with minimal data entry and paperwork
• Helping sales force accept and adopt new CRM processes

SALES: CREATING DEMAND AND GENERATING NEW BUSINESS

No matter how complex your company's sales processes are, a CRM solution, provides easy-to-use features and capabilities to improve the way your sales and marketing organisation targets new customers, manages marketing campaigns, and drives sales activities.

Sales, Business Development and Account Managers can:

• Increase your sales pipeline with qualified sales leads and opportunities. Take advantage of analytics and embedded coaching to maximise opportunities to cross-sell products and services.
• Help your sales force arrive prepared for important customer meetings by accessing sales opportunities and service histories for each customer.
• Unify customer e-mail and responses by automatically capturing discussion threads as part of each customer's history record.

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