Items of Interest

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Sales Force Automation Tools

For the typical sales manager it is VERY difficult to keep on top of everything – especially when you have multiple sales people with many customers or clients in various stages of the sales process – and where there are other people involved in many cases.

Your sales people feel like they have no time to follow-up with prospects and customers, and end up skimming the best leads off the top and ignoring the rest.  Leads are not just slipping, but are streaming through the cracks, past clients are being ignored, people that are involved in the sale aren’t up-to-date… plus your information is scattered as you face a tightening market.

This is a situation where sales automation tools can and should fill the gap.  Here are some ideas of what a good integrated system can do to automate your sales team and give you the freedom and time to actually manage.

A. Central Contact Management Database.  If you want to organize your prospect and client data and make effective use of it, you can’t have data spread out all over the place.  You need your contact and loan information in a central database where all necessary parties can easily access it.

A powerful contact management system is will:

1. Store all prospect and customer data in a central system—no more losing leads!
2. Manage your tasks—assign and notify others of tasks
3. View your calendar, with daily, weekly and monthly task views
4. Store documents electronically
5. View a customer’s Communications Log of all e-mails, calls and tasks
6. Group your contacts together for organization and efficient communications
7. Store all data relevant to the sales process
8. Import & export data from virtually any source 

B. Automated Sales Tracking Tools For Sales People
a. Easily manage their prospects and leads through various stages of the sale
b. Know exactly what to do with a lead and when to do it
c. Automatically notify everyone involved with the sale based on key dates or movement from stage to stage

C. Sales Force Management Tools For Managers
a. Assign leads to sales people and keep tabs on the progress of those leads
b. Customize the sales pipeline to reflect the sales stages used in your office
c. Set the ideal # of “Target Days” that a lead should be in each stage
d. Track leads through every stage of the sales process
e. Notify sales people when to follow up with a phone call
f. Identify bottlenecks in the sales process (bad leads, bad lead sources, bad sales people?)

D. Marketing Automation & Communication.
1. Automatically execute multi-step, multi-media marketing campaigns to prospects, partners, clients, past customers, friends, and anyone else you want. 
2. Send e-mails to customers and prospects automatically – manage all of your e-mail through the CRM (inbound & outbound)
3. Send faxes, direct mail (post cards, birthday cards, & letters), voice broadcasts automatically as part of a marketing sequence, campaign, or as a blast to a group of particular prospects, leads, or clients.
4. Print letters, labels, and send faxes & voice broadcasts to individual prospects or clients directly from the CRM… no mail-merging
5. Provide a summary of all marketing activities
6. Track responses to marketing campaigns
7. Track and report the effectiveness of marketing pieces and campaigns

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