CRM Objectives and Best Practices
- 1. Sales Process Technology Objectives and Best Practices Presented by Will Robertson 800-242-1900
- 2. The Purpose of the Process Performance Strategies, Inc. 800-242-1900
- 3. Four Pillars of Process Efficiency 1. Demand / Lead Generation 2. Sales Process Performance 3. Opportunity Management 4. Planning and Forecasting Performance Strategies, Inc. 800-242-1900
- 4. Demand / Lead Generation Challenges What are your experiences with lead generation? Could it be improved? What would you do differently? Performance Strategies, Inc. 800-242-1900
- 5. Sales Process / Performance Challenges What are your experiences? What could be improved? How would you know if your improvements were working? Performance Strategies, Inc. 800-242-1900
- 6. Opportunity Management Challenges Your experiences? What would you change? How would you know if your changes are working? Performance Strategies, Inc. 800-242-1900
- 7. Planning and Forecasting Challenges What are your experiences? What would you change? How would you measure the results? Performance Strategies, Inc. 800-242-1900
- 8. Objectives of Demand & Lead Generation Targeting Markets List Management Qualification Nurturing Performance Strategies, Inc. 800-242-1900
- 9. Objectives of Sales Process Contact Management Discovery Qualification Value Proposition Close the Sale Follow Up Performance Strategies, Inc. 800-242-1900
- 10. Objectives of Opportunity Management What Are Your Priorities? Customer Retention Communications Channel Partners Internal Collaboration Reporting / Feedback Social Media Classification Performance Strategies, Inc. 800-242-1900
- 11. Objectives of Planning and Forecasting Units by Territory Quotas Sales Activity Analytics Gross Revenues Management Roll Up Reports Performance Strategies, Inc. 800-242-1900
- 12. Process Optimization Diagnostic Model Performance Strategies, Inc. 800-242-1900
- 13. Challenges Related to Objectives In this segment of the program we will explore stated challenges to the principles of best practices. This will set the stage for an examination of bringing the two together. Here we will discover areas of potential improvement that can benefit from modern technology solutions at your disposal. Performance Strategies, Inc. 800-242-1900
- 14. Three Key Metrics of Success People Process Technology Performance Strategies, Inc. 800-242-1900
- 15. Book Will Robertson For your next management meeting, awards event, retreat or convention For your sales teams For your CRM teams Bring experience, leadership, guidance, advice, direction and strategic team building to your event Call Performance Strategies, Inc. Sales and Marketing Consulting / Presentations Performance Strategies, Inc. 800-242-1900
Editor's Notes
- #3: Sales process excellence is designed to maximize revenues through maximized performance. Sergio Perez, McLaren, Malaysian Grand Prix provides the backdrop for this illustration. Is your sales process on a bus or on a race track?
- #9: How would you go about accomplishing these steps?
- #13: The first will be the percentage of forecasted revenue numbers that your organization achieved in the past three quarters. You’ll write in the percentage your group achieved for each.Next we’re going to look at the 4 quadrants and enter a value from 1 to 25 for each quadrant. 1 means the lowest performance possible and 25 means that pillar of our model – that process – was done so well that it likely can’t be improved on in your view.Finally we’ll add up the four quadrant entries and put the final total in the pink box to the right of the form.