Time has never been more precious.  Increasing sales productivity is one  way of improving your business.  Expectations for sales people is to do more, spend more time on the road, get more opportunities and follow up on more prospects.    This pressure means that sales people have to be more resourceful in following up leads and generating opportunities.  Research shows that on average sales people spend less than 25% of their time on direct selling activities.  The rest of their time is spent on administration, reporting, staff meetings, travel and training and so on.

Far too many organisations’ sales people spend more time doing administration than selling.  The key is to focus getting more of the right prospects and invest time on those that are qualified best.

The interaction between the sales person and the prospect isn’t just about selling, but about the prospect buying something, and prospects don’t just buy a service or a product; often they buy a relationship.  They have to like who they are buying from generally.

Microsoft Dynamics CRM 2011 creates a holistic view of the customer enabling sales people to spend time on qualified leads, work with marketing and most importantly focus on improving customer relationships.

Microsoft Dynamics CRM 2011 summarises previous communications so the sales team can see what else is happening in that prospects account, what marketing information they have received, who else spoke with them and what about. 

Because of the central role that CRM solutions play in allowing organisations to manage customer relationships and associated revenues, they tend to contain a lot of information, which can mean that information that is pertinent to sales people is several layers down in the data, and many sales people may not know it’s there. 

Microsoft Dynamics CRM 2011 provides critical sales information such as accounts, appointments, opportunities, sales pipelines and forecasts easily.  Microsoft CRM 2011 makes it easier for sales people to get the information they need, and to transform what has been a mine of information to a self-service library. 

Microsoft Dynamics CRM 2011 has a personalised dashboard so that the sales people can see what’s most important to them, easily.

Sales literature can be stored within Microsoft CRM 2011 or can be linked to document management solutions such as SharePoint.  This makes it simple for sales people to find that essential document, saving wasted time and effort.

Sales automated CRM solutions have been around since the 1980’s.  Microsoft Dynamics CRM 2011 has been refined so it’s a tool salespeople will find easy to use, it’s an extension of Outlook. 

To improve your companies sales productivity consider your sales processes, there you will find great scope to increase the available time selling and ensure your sales people are spending their time with the right prospects.

To read more about how Microsoft Dynamics CRM 2011 can help your sales teams, click here or register for an online demonstration with Phil Callaghan, at George@caltech.co.uk

www.caltech.co.uk