Maximizing Sales through the Ultimate Tracking Software

Every small to mid-sized business owner would love to know how to effectively keep a pulse on their marketing and customer service efforts. The common barrier that all companies run into is how to cost effectively measure and control this process.

How will you keep track of the marketing and sales efforts of every department so you don't create redundant work for everyone? From the inception of a marketing campaign to the lead; from the lead to the opportunity; from the opportunity to support issues, how are you monitoring this process universally at your company today?

Think of it: you could pin down how many times you talked to a potential customer; how many times you shook their hand; how many deals you've won or lost. After all, if you cannot measure your marketing campaigns and support issues, you will not be able to effectively improve or control your business processes, making it difficult to drive your business to the next level.

The answer to this business process challenge for most companies has been to use CRM software (Customer Relationship Management). Using a CRM enables you to manage relationships with the people you meet and service.

But before you run off to look into the CRM solution for your company, you must consider the five following most common pitfalls associated with this methodology in order to plan accordingly so you can effectively build the relationships that drive sales.

Culture Change:
Upper management must believe in why this initiative is taking place. They must express to the rest of the company how important the process is so that everyone in the company takes an active role in making the CRM solution a success

Buy-In:
In order to understand how the system will function, it's critical to put together a company "task force". This group should consist of the employee's that will be using the CRM on a daily basis in order to put together a list of requirements. Make them feel apart of the process so they will welcome the change once the CRM is put into place and be excited to use it.

Training:
Proper training on effectively using the CRM is crucial to your success.

Consistency:
Honoring and respecting the CRM is key. The more information you put into the CRM, the better your reporting will be.

Accountability
Enforce policy by making the users accountable for quantitative results they produce. Let them know that performance will be measured by the informational reports that come out of the CRM, such as whether people are hitting quotas, setting realistic projections, or addressing customer support issues in a timely manner.

Achieve break through performance to the common barriers of cross-communication in your organization. Cost effectively measure and control the most important asset every business owner must understand: your customers. After all, if you are not effectively measuring weak areas, you will not have the critical information you need to improve and control.

Anthony Licate is the President of Spidernet Technical Consulting, LLC (http://www.spidernetconsulting.com), a computer consulting firm located outside Philadelphia, PA. If you have further questions regarding whether a CRM is right for your company, feel free to email him at: aj@spidernetconsulting.com or call: 215.508.1036.

In The News:


pen paper and inkwell


cat break through


Boost Your Leadership Skills By Disciplining Yourself In The Way Of The Question Mark

I'm often asked to come in to organizations and give... Read More

A Leadership Lesson: Two Guys With Guns

PERMISSION TO REPUBLISH: This article may be republished in newsletters... Read More

Temporary Employees and Operational Problems; Your Use of Temps Might Reveal Warning Signs

A recent Washington Post article, described the life of temporary... Read More

Bosses Are Out ? Managers As Coaches Are In

There is a new trend taking hold in business today... Read More

Tales From The Corporate Frontlines: Job Security in Todays Workplace

This article, Job Security in Today's Workplace, was part of... Read More

Creativity and Innovation Management ? Psychological Reward

Creativity can be defined as problem identification and idea generation... Read More

Spinning Gold from Straw: Low-Cost Employee Retention and Motivation Tools in a Changing Economy

New York, NY, February 25, 2005 ? Employee retention and... Read More

Business Innovation ? Organizational Culture

Creativity can be defined as problem identification and idea generation... Read More

Personnel Access Poses a Continued Risk

The Security Consultant's Perspective...Implementing Personnel Security Initiatives should be the... Read More

Turnover is Not a Problem

"Ha!" you say. "For someone to make a statement like... Read More

How To Turn Business Losses Into Cash Flow

When the typical new business operator starts a business, they... Read More

Once Upon a Conflict

Once upon a time there lived an innocent, hardworking manager.... Read More

Outsourcing NOT Just for Big Business

Outsourcing has become a controversial issue and a hot topic... Read More

Build Your Business (On A Shoestring): Hire a College Intern

Starting up a new venture or business can be one... Read More

Summertime Blues

It's hard to believe the year will be half over... Read More

Managing Meetings

Plan/prepare - lack of purpose causes aimless meetings. Know why... Read More

Why and How to Work with a Consultant

A good consultant provides specialist abilities and experience, innovative ideas,... Read More

7 Tips for Growing Your Business You Do Not Want to Ignore: Business Strategies To Easily Implement

Growing companies must always be ready for the next challenge.... Read More

How To Manage A Difficult Employee

Having to manage a difficult employee is never fun and... Read More

Romford Accountants: Accountancy Firm Roles and Responsibilities

If you own or operate a business in the UK,... Read More

Biometrics and ?Return On Investment?

At this time of tight budgets, the mantra of business... Read More

6 Steps to Effective Communication

Effective leaders are known for being excellent communicators. Here's what... Read More

10 Ways To Maintain Profits In A Slow Economy

1. Sell more back end products to your existing customer... Read More

CEOs Role in Family Business

I first met Roland (not his real name) in 1972.... Read More

Do You Need a Personal Assistant?

It's great to be multi-skilled?be able to type your own... Read More

Using Employee Opinions Effectively When Designing HR Programs

Using Employee Opinions Effectively When Designing HR ProgramsEmployee opinion is... Read More

Is Busyness Affecting Your Business?

I'm too busy; I'd love to but I'm very busy;... Read More

Using the Six-Sigma Methodology to Improve Wafer Fab Productivity

As a result of consolidation of operations and significantly increased... Read More

Have You Fixed the Broken Window?

Left alone it doesn't take long for a building with... Read More

Top Ten Tips for Outstanding Customer Service

Remember the 80:20 rule? You may not get everything perfectly... Read More

Innovation Management ? Selecting Good Ideas

Creativity can be defined as problem identification and idea generation... Read More

ISO 9001, What Next?

The overriding goal of ISO-14000. (History 1995)As ISO-9000 becomes a... Read More

Parenting Your Employees to Better Performance

Have you ever worked for someone who was such a... Read More