forcemanager - crm pentru echipa ta de vanzari
DESCRIPTION
ForceManager - CRM pentru echipa ta de vanzariTRANSCRIPT
ForceManager is an innova.ve sales management system offering new and original mechanisms to op.mise the performance of field sales teams.
What is ForceManager?
2
ForceManager’s mission is to increase both ac.vity and produc.vity levels of the field sales force, enabling the sales team to close more sales -‐ with the same resources.
What is ForceManager for?
3
+ Ac4vity
+ Efficiency
+ SALES
A fast return on investment
4
As a direct result of using ForceManager, interac.on between your sales team and your target market will increase by more than 20%, ensuring a fast and measurable return on investment.
ü By enabling each sales person with the tools and informa4on they need ü By removing tasks that distract sales people from the sales process ü By providing sales management with detailed informa.on on the
performance of the sales team, and iden.fying areas for improvement.
How does ForceManager achieve this?
5
+ Ac4vity
ü By automa4cally recording the intensity of each person’s sales ac.vity ü By regularly informing each sales person how their own produc4vity
compares with that of their colleagues.
+ Efficiency
6
Contents
1. Part One: ForceManager for the sales person
2. Part Two:
ForceManager for sales managers 3. Part Three:
Technical features of ForceManager
Part One Selling -‐ exactly as it should be
8
Know your customer
ü Contact informa.on ü Geolocalisa.on ü Record of visits, orders, issues and
communica.ons ü Sales opportuni.es ü Reports, metrics and sta.s.cs
ü Thanks to ForceManager, the sales person arrives at the sales call armed with all the relevant client informa4on, easily accessed via a tablet or smartphone right before each visit.
ü The informa.on is available regardless of internet connec.on (offline mode).
ü Informa.on on the client includes:
Dashboard, iPhone5, Samsung S III
9
ü Thanks to its geolocalisa.on system, ForceManager recognises each sales person’s posi.on and provides a map with sales opportuni4es in the local area.
ü The map indicates the op4mal route for geXng to the next des.na.on in the shortest .me possible.
Know your surroundings
ü ForceManager intui.vely knows when the sales person is visi.ng a client and immediately provides informa.on on that company – there’s no need to search.
Sales opportuni.es in the vicinity of the user, view of map (Samsung S III)
10
ü The quick visit report (check-‐in) allows the sales person to instantly report in on sales calls, at the click of a bu\on.
ü ForceManager only allows for check-‐in from the sales call loca4on, guaranteeing the accuracy of the informa.on recorded.
ü The sales person can add comments when checking in, or a]er the sales call.
ü Sales teams dedicate all their 4me to selling, thus avoiding the onerous task of manually repor.ng sales visits or phone calls.
Dedicate your whole 4me to selling
Check-‐in, iPad Mini
11
ü The sales person can use the mobile device to show detailed brochures and digital presenta4ons.
Offer a more professional image
ü The system guarantees that the sales team only show up-‐to-‐date Company materials.
ü ForceManager allows for storage of any type of file, including presenta.ons, images and videos.
Document storage system (Samsung SIII)
12
ü With ForceManager the sales person has the descrip.on, price and documenta.on on all products and services available to the prospec.ve client.
ü The sales person can provide quotes and
place orders directly from the product catalogue on the mobile device, while s.ll with the client.
ü The sales person can use ForceManager’s integrated system of discounts and promo.ons.
Confirm quotes and orders on-‐the-‐spot
List of quotes (iPad Mini)
13
ü ForceManager enables sales teams to plan their own ac4vity via a diary or calendar.
ü Sales people can consult – in real .me – their own task list or those assigned remotely by the sales manager.
ü Tasks can then be marked as done as they are completed.
Calendar (iPhone 4S)
Plan your daily ac4vity
14
Know your own performance (inverse repor4ng)
ü Sales people receive a weekly report by e-‐mail showing a quan4ta4ve and qualita4ve analysis of their professional ac4vity.
ü Thanks to this report, sales people also know the intensity of their sales ac.vity in rela.on to their colleagues.
ü Inverse repor4ng makes sales people aware of their own performance, which in turn produces an increase in sales ac.vity.
Report on sales performance
15
Part Two Total transparency in sales management
16
ü ForceManager automa.cally records and measures impacts between the sales force, clients and prospects within the target market. These include:
Automa4c measurement of your sales impacts
ü Phone calls made from a mobile or landline
ü E-‐mails sent from a mobile device or desktop computer
ü Geolocalised sales calls.
17
ü Thanks to informa.on being automa.cally recorded in the system, ForceManager provides objec.ve data on the amount of interac4ons the sales force is genera.ng in the market. This is updated in real .me, as impacts are made.
Quan4fy your sales efforts
Evolu.on of collec.ve sales effort
18
ü ForceManager combines informa.on on the intensity of sales ac.vity with sales generated by each sales person, providing a detailed overview of the sales team’s performance.
A comprehensive overview of sales performance
Sales people who generate a high number
of impacts but insufficient sales.
Sales people who generate a high volume of impacts and sales.
Sales people who meet their objec.ves despite li\le interac.on with the market.
Sales people who generate neither sufficient
sales nor sufficient interac.on with the
market.
Ac.vity/sales diagram
19
ü ForceManager generates a dynamic ranking of the sales team, based on level of ac.vity, sales generated or other criteria.
Sales team ranking
Ranking of the sales team by volume of impacts
20
ü ForceManager provides an accurate overview of the geographical regions where sales efforts are being focused, whether at local, regional, na.onal or interna.onal level.
ü Geographical analysis is automa.c and based on geolocalisa4on of impacts (sales calls) and/or on the real 4me loca4on of the sales people (op.onal).
Geographical distribu4on of sales ac4vity
Map of real .me loca.on of sales agents
21
Evalua4on report
ü ForceManager provides sales managers with a quan4ta4ve and qualita4ve analysis of the ac.vity of each sales person.
ü The report is based on real, objec4ve data, automa.cally generated in real 4me.
ü It therefore reflects the actual performance of each sales person.
Individual analysis of sales ac.vity
22
ü Impacts generated by the sales person are only registered as professional ac.vity if the numbers called are from contacts in the Company’s database.
Op4mal informa4on management
ü This incen.vises the sales person to maintain a clean, comprehensive and up-‐to-‐date contact database.
ü Recogni.on of call recipients dras.cally reduces the use of company phones for personal calls.
Phone use
23
Analysis of the distribu4on of sales effort
Distribu.on of sales effort across accounts
ü As each impact has a recipient, ForceManager is able to provide an analysis of the distribu.on of sales effort across each sales person’s account por[olio.
ü Analysis of 4me distribu4on of the sales effort guarantees that each sales person makes the most of their working day.
Time distribu.on of sales ac.vity
24
ü As all registered impacts are directed at a clearly iden.fied recipient, ForceManager’s coverage analysis indicates how much effort is being directed at each category of client.
ü Coverage analysis allows for easy iden.fica.on of neglected accounts.
ü It also demonstrates the level of a\en.on each sales person has given to each client or prospect profile.
Account coverage analysis
Coverage analysis
25
Part Three Technology-‐driven sales efficency
26
ü ForceManager is available as a web applica4on for sales managers, and as a series of na4ve applica4ons for mobile devices for sales people.
ü The mobile applica.ons have a system of cache memory allowing sales people to work in areas of low or zero internet connec.on.
Sales efficiency in the cloud
ü ForceManager is based in the cloud: informa.on is located in a high-‐availability, secure server and accessed via the internet, from any device or loca.on.
Database
Internet
27
Mul4-‐pla[orm
ü ForceManager offers na.ve applica.ons for most mobile devices in the market: iPhone, iPad, and Android, BlackBerry, Windows 8 tablets and smartphones.
BlackBerry iPhone/iPad Android Windows 8
28
Integra4on
ü ForceManager can easily be integrated with any ERP or CRM system.
ü The data entry interface is based on an exchange of Excel (XSL) or plain text (CSV) files, periodically exported from the ERP/CRM system to an FTP server.
ü ForceManager also features a web-‐service interface which allows for two-‐way integra.on, thus ensuring total synchronisa.on of informa.on.
ERP/CRM ERP/CRM connector Database Apps
29
For more informa4on…
ü If you would like to know more about how ForceManager can help you and your sales team, please visit www.forcemanager.co.uk
ü Or if you have specific ques.ons or would like a
quote, please get in touch via our contact form:
h\p://www.forcemanager.co.uk/contact.php
ü We will be happy to assist you.