Therefore the CRM system should include processes of fluid communication across messaging systems and Coaching, agile approvals management, use of voice messages that facilitate the capture of information and generate productivity facilities enabling less administrative work and more sales results. One of the major headaches and more boring work for a seller is the administrative work, understanding why fill out reports, fill formats, prepare reports, manage progress, etc. Statistics show that a seller can be investing between 25-30% of his actual time in administrative work. A well designed CRM system is one that allows the seller to expedite such work through specific functions of CRM. For example, to the extent that you will be in compliance with activities with customers, the system can automatically generate visit reports or reports of times and costs. Insofar as seller to use the system in their day to day, do not need to devote hours of work only to fill out reports or build spreadsheets with data that are already in the CRM. In the same way, if the CRM has integrated a module of Business Intelligence (BI) or analytical CRM, it won’t need to be preparing Power Point presentations to inform the State of advancement of its management. If the information is up to date, the same CRM system will be able to generate statistics, charts, reports and other elements of analysis and control of the commercial management of individually or in group.
Support in the identification of new business opportunities. This sellers, love it if it is part of their goals and therefore their commissions, they depend on identifying prospects and tasks of development of new contacts. An effective CRM to be adopted with easily by this type of seller is one that provides the tools for marketing and prospecting work. Having databases of potential clients and processes such as integration with email, social network integration, ease to send information such as catalogs or quotations are important for this type of seller. If the system can give you information and tools so the seller can identify potential customers and communicate with them agile and easily, will have a greater chance of being adopted promptly. the place to go.
When a CRM system or a CRM project does not include such elements, becomes the best candidate to be the sales force not used by. But it can also happen and is very common that the sales force do not use the CRM system by technical failures. Extremely slow response times, errors in applications, failures in data integration, which generates information erroneously for the commercial adviser, complexity in the use of devices or programs, failures in the Navigability and ergonomics of applications, communications problems, lack of training in the use of the system, extremely complex processes in the use of the system and many other technical elements can easily lead to failure of CRM and SFA initiative. It is mission of project team avoid this kind of problems and ensure that the sales force is in love with your CRM system. With the aim of illustrating the way how a CRM system must support the management of the seller, have created a story that you can find on is the story of Mario that account as it went from having an index very low business productivity to be the seller star by its performance and achievements.