Nicholas Gignac

Sitting on a gold mine

In most B2B sales model, sales manager are often sitting on gold mines: their CRM data. The best of them use every ounce of it to power their sales group and ensure never to miss a deal. Others, are sitting on it, clueless as to what’s the shiny thing underneath them. Here’s a few things that might help you see that gold using Microsoft Dynamics CRM.

Identify patterns in Accounts most likely to purchase

A wise sales manager would use his or her metrics to create patterns and help the sales team target the right accounts. Depending on your industry, those metrics can vary from annual revenue and employee count to whatever metric your company uses. By matching metrics to won opportunities, you will be able to identify the patterns – if any – of accounts most susceptible to purchase. If the majority of your recently won opportunities were won in accounts who grew 10% of their work force year over year, then odds are that other accounts who have grown their workforce will be likely to purchase your product as well.

Targeting the accounts with the best odds of success is a great way to ensure your sales force does not waste its time on account that will not produce, thus raising sales productivity.

After sale support and service

In a lot of companies, service, support or anything related to after sale is not connected to the sales department, worst, some do not talk to each other at all. Whenever a client has an issue, they contact the support group, but sometimes, they also mention situation that would require a sales call follow up, such as a growth in staff or an outdated piece of equipment. If your sales team is made aware of it, you could miss on a sale, upgrade or cRoss-sale.

Using the Service module of Dynamics CRM, support personnel use cases to fill, track and complete support calls. The sales staff can get notification of a new service case action on an account they manage. Better, this notification can be sent only if the support person indicated the potential for a sale, thus reducing communication.

Those are just two very basic example of how you can do more with the same customer base you already have, thus raising your sales productivity without adding staff or resources to your sales force. Is there more? Yes. Will I tell you? Eventually. Stay posted!