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What are the benefits of implementing a Customer Relationship Management (CRM) system?
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There are many benefits of installing a CRM within the sales department of your company. A CRM package manages all the transactional data between you and your customers. To gain the maximum advantage from a CRM application you should also initiate a sales process improvement strategy. In this way you can increase the value to your customers of your whole sales process.
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What is sales process?
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Sales process is defined by the actions you undertake to generate your sales. From marketing to fulfilling customer orders there are many actions undertaken to facilitate the conversion of opportunity into revenue. Using current industry best practice you can substantially improve and streamline your processes to deliver improved and measurable results within your sales department.
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What benefits can I expect from sales process improvements?
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The major benefit of sales process improvement is measurement. It is possible to measure the effectiveness of your marketing actions, the effectiveness of your sales people in front of your customers or prospects and the cost to your sales department of every action you undertake on behalf of your prospects or customers. By process mapping the sales department through every aspect of your customer contacts you can eliminate all non value added activity and drive up to 25% improvements into every aspect of your department.
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My sales are project based will a standard CRM work for me?
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You will need to look at a specialised projects module to work alongside your CRM system. This type of project based plug in is available for and supported by the ISS CRM system.
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What does CRM stand for?
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CRM stands for Customer Relationship Management software. In this instance it is the management of transactional data between you and your customer.
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What does SFA stand for?
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SFA stands for Sales Force Automation software. This is the automation of many of the processes associated with selling. Typical processes to automate would be quotation management.
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What does ISS stand for?
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ISS is short for Intelligent Sales Solutions. This is the latest thinking in sales process management. In the context of the software packages, it is the presentation and generation of the key performance indicators (KPI's)used by you to run your sales team.
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What are KPIs?
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KPI's are the Key Performance Indicators used by your self to run your business. Examples of frequently used KPI's are gross margin or profit, but there are many more.
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Will a CRM package improve my sales performance?
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CRM will organise and streamline your sales information systems. It has to be realised though that ANY CRM PACKAGE is only the enabler, without sales process it will not dramatically change your sales effort.
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What is the Intelligent Sales Solutions sales process package?
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The Intelligent Sales Solutions (ISS) sales process package is the total solution to the management of your front and back office sales teams. Incorporating 3 modules of software in the form of CRM, SFA and ISS management support, the package delivers process improvements throughout your whole sales team. Typical improvements are 25% increase in field sales customer visits, 25% improvement in territory management efficiencies, 50% improvement in the number of inbound customer enquiries. All KPI's are measured and reported to you real time from within the ISS management support package. Please see the ISS software demo on the home page.
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I sell complex systems; will the SFA package work for me?
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The Sales Force Automation (SFA) process utilised within the ISS software is designed to work in virtually every market. The process automation techniques used are completely independent of the complexity of your quotation / estimation style. You are free to generate your quotes / estimates as you always have. The ISS process simply automates and streamlines the handling, storage and transfer of your data.
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I have a mix of standard sales territories and key accounts; will the ISS process work for me?
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Yes the ISS process is independent of the type of territory or customer management you currently use. You are able to set you sales regions as you like, the ISS sales process is designed to streamline all sales processes and is completely configurable by you, to suit your needs exactly.
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I have used off the shelf CRM in the past with little impact on sales improvement. What is different with the ISS process?
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The use of a CRM system does not, in itself, guarantee improved sales performance. Many off the shelf systems are generalised to work in many markets, and lack the depth of a system required to actually improve your sales processes. The ISS process utilises a software system to support sales process improvement within your sales team. The emphasis is on gaining the process improvement throughout your sales effort, and reporting and collating data on your customer contacts, rather than hoping better customer data collection will improve sales performance by itself, as in many off the shelf CRM packages.
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I have an existing CRM system; can I still gain the benefits of the rest of the ISS process?
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Yes, the process can work with many existing CRM systems. Contact us for details.
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The ISS process is made up of a CRM, SFA and ISS system. Do I have to install them all?
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Cold calling is a waste of time according to Frank J Rumbauskas the featured writer in our news ans views section of the web site.
There are many reasons why cold calling will not work in the new information era. Please refer to the free ebook above or within the white papers, Building a high performance sales team - cold calling for some thought provoking discussion. When you have read this information look at the process schematic within the members area for more information on the alternatives.
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