There are a number capabilities every sales organization must have to compete and win.  Here are three advantages that a well designed CRM system will provide:

1.   Help sales producers get more done.  Every sales person needs to maintain a calendar, track contacts and keep notes.  If these tasks are managed by an integrated system, information is easier to find, share and use.  When work is visible, more time and effort will be focused on high value activities.  We use a CRM system at First Plan, not because we love software, but because we like being productive.

2.   Top producers understand the best practices that maximize results.  These methods can be the subject of training, but unless they are made part of day to day operations, user adoption will be weak.  The CRM system will allow managers to define and facilitate best practices.

Automated workflows can be configured for lead qualification, opportunity management, support incident and other important processes.  When the path to effective effort is wide, straight and well lighted, you can ensure the best practices that return optimum results.

3.   Teamwork is making your associates look good.  Think about a basketball team – the players need to know where everyone is and work together toward common goals.  The coach sees the big picture and makes adjustments as necessary.  A sales team is the same and the CRM system provides the tools to empower teamwork.

When thinking about these powerful advantages, imagine for a moment that your toughest competitor is working on mastering them right now.  Don’t wait – get there first.

Your comments always appreciated.

Best -

Mike Johnson
mjohnson@firstplan.com
503-221-2020