“I Want Salesforce to Get Me More Sales.”
Well you’re going to be mightily disappointed if you don’t set up correctly then!
Neither Salesforce nor any other Customer Relationship tool will magically get you sales. What the tools will do though is make it much, much easier to track down the information you need to ensure you hold clean, quality data about your prospects and customers plus capture every sales opportunity and automate some of the ways that you do things. It should make the whole buying and selling ‘experience’ slicker and more streamlined.
If we wind all the way back to where your business may be today – perhaps without a tool which is going to help you – you need to understand what steps you currently take to:
a) generate a lead
b) identify an opportunity and
c) make a sale.
Sounds straightforward. In some cases, yes. In others, no. The 3 words ‘make a sale’ can hide a plethora of activity management and automation that, when it works, results in a beautiful sale – but when it doesn’t, results in frustration and disappointment.
Understand Your Selling Business Processes
Your selling business processes are the steps you take to make your sales. Once understood, these can be translated into pages in a Customer Relationship tool such as Salesforce, with each page recording essential, relevant information to each step of the process. Beware: too many fields, too many entries and poorly laid out pages can overwhelm people, causing information to be poorly or (worse) incorrectly recorded. Don’t make the system fit the tool, make the tool fit the system. And try to keep it simple. Record the essential information as quickly and easily as you can.
Download a copy of Salesforce CRM Getting Started Workbook. It’ll help you create a vision for CRM in your business and set out your business processes. Fill in your details below and we’ll send you the details.
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Success Tips from CRM SuperStars
