Fixing CRM (Pt. 2): A Simple Process.

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  niccary03/19/08 Report as spam
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  The Power of a Simple Process

  It?s very important to emphasize a simple approach to selling. When you prepare to deploy a CRM system, you should consider creating a process that is natural, easy, and allows for scaling. The key steps in the sales process need to mirror the steps that your prospective customer goes through when making a buy decision. Any disconnect between your process and the potential buyer's mindset begins to tread into the realm of the unnecessary. The best thing to do is to start out by listing all of your steps in chronological order and then go back with a pen and start crossing things off.
  
  Ultimately, if you can distill the steps of your sales process down to the fundamental ones, you will develop an efficient mechanism. Your CRM?s capabilities should align with your goals and process. One simple, powerful, and elegant option is PipelineDeals CRM. Come check us out at www.pipelinedeals.com
  
  Sincerely,
  -nic

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  dg@...03/19/08 Report as spam
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  No more tail wagging the dog...

  A simple solution is to (horrors!) ask the reps to design one.
  No, not every rep, but take the best, the most seasoned-they will be able to design a more effective, saleable process than any manager (and certainly than any third party)in very little time because it just becomes intuitive.
  Once the outline of the natural progession of things in that industry is captured then a meeting/discussion should occur to meld that into something SIMPLE and workable by the sales force that also provides management with the information they need (and not how many minutes and seconds one spent in a call....puh-leez!)There is no need (except for possible job security for the manager) to overcomplicate the issue. It's like having meetings about having meetings-the process shouldn't be a process-

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  bennyd7712/28/08 Report as spam
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  RE: Fixing CRM (Pt. 2): A Simple Process.

  Well, we???ve been using www.EnterpriseWizard.com since an internal review we held back in the middle of last year ??? it???s been invaluable in bringing our results up to scratch and beyond, so many of my staff hit and exceeded targets this year and I don???t imagine it???s coincidence.

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  bennyd7712/28/08 Report as spam
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  RE: Fixing CRM (Pt. 2): A Simple Process.

  A fair summation, I think. But really, even a good CRM package will work well only with the right approach, and you need to be committed to implementing what it tells you. With the package my company uses (www.EnterpriseWizard.com) this is made a sight easier, and the results my colleagues and I are posting show this to be the case.

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  darwin.com11/03/09 Report as spam
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  RE: Fixing CRM (Pt. 2): A Simple Process.

  good article, agree with many of the points.
  
  Stakeholders need to have a very clear idea of what they are trying to achieving BEFORE the implement the system. This way they can can benchmark their expectations realistically.
  
  regards,
  Mike
  
  CRM company
  CRM consultant Bio