This performance strategy is a great fit for teams that utilize leads or appointments provided by their organization. Our solution uses the power and versatility of mobile apps to drive improvement with best practices through targeted reporting and best practice videos.

 

The benefits of this solution are:

Improved CRM adoption.

Actionable reporting on sales funnel performance.

Improved sales management coaching

Instant access to best practices videos.

 

Visualizing the funnel as a process 

This is the first step in applying more sophisticated reporting tools. Each sales funnel has a unique set of key performance indicators (KPIs) and should have well-defined indicators and data elements.  For example, clearly-defined result codes for each step in the process should be entered with a “drop-down” style user interface. From my consulting experience, the importance of the these definitions cannot be overstated.

Reporting with business intelligence

Building a local business intelligence (Bi) process is a recommended next step. Business intelligence tools are a excellent way to build insightful key performance indicator dashboards.  We recommend using best-of-class solutions and there are many excellent choices. This type of reporting is done at the salesperson level and shows individual sales funnel performance.  It is important that reporting clearly shows each salesperson’s performance at each step in the funnel.

The local Bi process provides a solid base for best practices and coaching. Like most of us, salespeople value best practices that have been successful for others in their organization.  Highlighting practices used by your top salespeople and making these available where and when it’s convenient for your salespeople is a home run.  One example of this approach is to make short videos readily available on the salesperson’s mobile apps.

 

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To read the full article, please click the following link:

A CRM strategy to improve sales

 

For more information, please review the following video that describes the process and results in more detail: