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.

---

How to Reject a Job Applicant

A Nightmare That Really HappenedOver 10 years ago, when I... Read More

Book Summary: Mind Your Own Business

A maverick is an independent person who will not go... Read More

Critical Success Factors - Next

The Critical Success Factors Focusing on the... Read More

How to Create a Positive Work Atmosphere

Positive versus Negative WorkplacesWe have all worked in places where... Read More

Learn About Commercial Collections Agencies Fees

As with any other service, there are good and bad... Read More

Motor Vehicle Policy and Your Employee Risks

It is becoming more common for employers to require employees... Read More

5 Awesome Actions of Highly Creative Leaders!

How many times have you wondered why you are unable... Read More

Lead to Succeed: The Seven Essential Steps to Work Leader Success

In my book "You're In Charge?What Now?" I use a... Read More

Driving of work trucks

Each time you or one of your work crews cruises... Read More

Computer Consulting Profit Secrets

Do you own or manage a computer consulting company? Are... Read More

How to Set Up a Conference Call

The methods in which you set up a conference call... Read More

Allowing Employees Responsibility

Merely assigning a task with detailed instructions is not effective... Read More

What You Should Know if People Dont Buy From You and People Dont Visit Your Web Site

It is essential to understand what work and what do... Read More

Where Else in Your Business Do You Accept a 60% Failure Rate?

I recently surveyed CEOs and Business Leaders of large companies... Read More

Identifying Candidates for Leadership

A critical task in the succession planning process of any... Read More

Are You Prepared for a Disaster?

Yesterday I look at my calendar and saw that my... Read More

Where Businesses Fall Short

1. No vision. Successful businesses have a clear vision or... Read More

Managing Motivation

"Without the chance to meaningfully participate in steering one's own... Read More

Innovation Management ? forced into it!

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

Cultural Differences: Making it Work Virtually

Working virtually adds a whole new dimension to the phrase... Read More

Selecting A Collection Agency

If you run a business, you are sure to have... Read More

Time Management Tips for Managers

Late last year I was presenting a workshop for the... Read More

Sending Documents Through Email? Dont Get Burned by Metadata!

During a recent seminar I gave located in the suburbs... Read More

Managing People - No One Shows You What To Do

Imagine the following scenario - you pay a visit to... Read More

Why You Need a Business Plan

This article was originally called "Do You Need a Business... Read More

Why Saying Well Done Works

Encouraged by the recognition, Sarah Lewsiton went home from work... Read More

Business Innovation ? the Value of Structure

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

Why Outsourcing Could Be The Best Thing You Do For Your Business

While it's probably not true to say that the traditional... Read More

Managing Performance: Don?t Let Slackers Bring Down Your ?A? Players

As a manager, it is your job to ensure that... Read More

Employee Motivation: It?s More Than A Paycheck

Managers often ask, usually with exasperation, "How can I keep... Read More

Creative People, Innovative People

The title implies that some people are and others not.This... Read More

Saying One Thing, Doing Another...

This week I was asked to speak at an internal... Read More

Unlock the Hidden Creativity of Your Employees

To release creativity in employees, managers must get involved in... Read More