Empower Your People, Power Your Sales With CRM That Actually Works

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1 Empower Your People, Power Your Sales With CRM That Actually Works AuraTech Pte Ltd 30 Robinson Road, #04-01B Robinson Towers, Singapore PH:

2 Try it! Call AuraTech for a free Demo of Dynamics CRM Call AuraTech for a free Analysis on how CRM can enhance your operations AuraTech Pte Ltd 30 Robinson Road, #04-01B Robinson Towers, Singapore PH:

3 Driving Profitable Business Growth Today's imperative for sales executives "The key to long-term success is freeing up salespeople to develop and build customer relationships. Companies focusing on the high-value activities can expect to increase sales and profitability. Craig Ulrich, North America East Division Practice Leader Sales Effectiveness and Compensation, Watson Wyatt Issues Impacting Sales Profitability 69% of companies require 6+ months to ramp up new sales reps Only 6.7% of companies exceeding expectations in forecast accuracy Only 58% of companies report >75% CRM Adoption Rate Rate of Change Impacting Sales Teams Customer's Expectations Product Line Complexity Product Line Complexity Customer's Marketplace Breadth of Product Line New Product Introductions 0% 5% 10% 15% 20% 25% 30% Sources: CSO Insights, Sales Optimization Survey, 2009 Watson Wyatt Worldwide, Maximizing Sales Growth and Performance,

4 Productivity is Key to Profitability Efficient, effective selling drives acquisition, retention of profitable customers Sales Efficiency High performing sales organizations spend 30% less time throughout the year on administrative tasks Sales Effectiveness High performing sales organizations spend 40% more time each year with their best potential customers Spending more time with the right customers and prospects Reprinted with permission from Driving Profitable Sales Growth: 2006/2007 Report on Sales Effectiveness 2008 Watson Wyatt Worldwide

5 Poor Productivity Impacts on Operating Profit and Gross Revenue 5

6 Productivity is affected by Poor processes and technology Meeting/Admin Tasks 17% Selling: Face to Face 37% Generating Leads 20% Account Management 15% Other (Training, Travel) 11% Source: Sales Optimization Survey, CSO Insights, 2009 Sales Poor tools Technology that people actually Adoption use Customer-centric Inconsistent Sales sales Processes processes Anytime anywhere Accurate information, Inability to Access Unreliable Prospect and access to people and insight that improves Information Customer Information information decisions

7 Sales Productivity and Performance Critical drivers of productivity delivered through software Optimized selling cycles Connected, collaborative sales force Real-time customer insight Actionable business insight

8 Optimized selling cycles Connected, collaborative sales force Real-time customer insight Actionable business insight REAL-TIME CUSTOMER INSIGHT

9 Real-time Customer Insight Identifying your most valuable customers and prospects????????? Fewer than 30% of Fortune 1000 companies can identify their best customers can you? Source: Wayland & Cole, Customer Connections: New Strategies for Growth, 2001

10 Real-time Customer Insight How it affects your business Business Issue Limited response to your best customers Inability to identify cross selling opportunities Ineffective Customer acquisition strategy Changes in customer demands Business Impact High customer turn over Low revenue per deal Low gross margin per customer Low Order fill rates

11 Real-time Customer Insight Customer Example Business Outcomes Improved lead conversion rate 10% increase in revenue per deal Capabilities Segment and target highvalue customers more likely to buy Simplify sales process and increased customer crosssell I expect this system to free up hours each week for me. Now, I can get trends very quickly from my desk and spend my time strategizing on how to grow the business. Dennis Napoliello, Senior Director of Sales, Equinox Fitness

12 Real-time Customer Insight A complete view shows me the best opportunities Full view of customer revenue, pipeline and other metadata Review customer order history and notes from colleagues Stay connected, even on the road

13 Optimized selling cycles Connected, collaborative sales force Real-time customer insight Actionable business insight OPTIMIZE SELLING CYCLES

14 Optimize Selling Cycles Selling time is impacted by manual tasks and inefficient processes Administrative Time Selling Time Responding to requests Finding people and information Meetings and scheduling Travel Customer face time Analyzing selling opportunities Collaboration with colleagues Closing deals Sales Cycle Time The way sales professionals allocate their time is critical even a couple more hours per week on these key activities can make a real difference. Reprinted with permission from Driving Profitable Sales Growth: 2006/2007 Report on Sales Effectiveness 2008 Watson Wyatt Worldwide

15 Optimize Selling Cycles How it affects your business Business Issue Inefficient Customer/Supplier hand off Poor Order Entry Accuracy & Efficiency Lengthy Sales quote process Lack of Real-time Lead sharing Business Impact Decreasing customer satisfaction Sales back log & back orders Increasing SG&A per sale Lost bids & Reduced close rates

16 Optimizing Selling Cycles Customer Example Business Outcomes Increased revenues by 30% Grew unit sales by 18% Expanded market share by 7-10% Capabilities Capturing and centralizing best practices, which in turn minimized the gap between top and bottom performers Accelerate sales cycles through simplified opportunity management, deal tracking and quote to invoice time We have been able to reduce the amount of time we spend on service calls by an average of 80% per call. We now spend far less time chasing problems and more time improving the total quality of our business. Robert Vleeschhouwer, General Manager Information Systems Department, MCFE

17 Optimize Selling Cycles Smart workflow to streamline lead management Pre-filled forms and look up fields reduce time and minimize data errors Advanced workflow enables multistep process Automatic routing and escalation to accelerate the sales cycle

18 Optimize Selling Cycles Repeatable best practices and selling methodology Control selling consistency enforce sales process in the CRM tool Resource Center contains top best practices and templates Stay connected with other news related to this customer

19 Optimized selling cycles Connected, collaborative sales force Real-time customer insight Actionable business insight COLLABORATIVE SALES FORCE

20 Connected, Collaborative Sales Force The right conversation with right people at the right time Real-Time Enhanced Opportunity Documents Communications Across and Document Legacy Data ecommerce Warehouse Distributed Teams mcommerce CollaborationCRM Anytime, Anywhere Access to People and Customer ERP Information Apps

21 Connected, Collaborative Sales Force How it affects your business Business Issue Inability to deliver global account management Difficulty managing a distributed Selling team Cost of executing sales of increasing Poor Territory Management Business Impact Customer turn over Reduced close rates Increasing sales & marketing costs Low revenue per customer

22 Communication and Collaboration Customer Example Business Outcomes Closed deals 30% faster Increased revenues by $1.5 million Eliminated $500,000 in travel costs Capabilities Increase close rates by simplifying team collaboration on complex deals Control costs of travel, communication and training through communication & collaboration tools Reduce wasted cycles by have real-time access to information and colleagues <INSERT QUOTE> Robert Vleeschhouwer, General Manager Information Systems Department, MCFE

23 Connected, Collaborative Sales Force Anytime, anywhere access to people and information Integration of telephony, fax, and capabilities into Outlook Rapidly find information with Smart search quickly check if colleagues are online Quick can detailed information on customer account

24 Connected, Collaborative Sales Force Enhanced Opportunity and Document Collaboration Find information and people quickly with powerful search Access to self paced training and learning resources Save time by using existing templates and proposals

25 Optimized selling cycles Connected, collaborative sales force Real-time customer insight Actionable business insight ACTIONABLE BUSINESS INSIGHT

26 Sales Actionable Business Insight Confidence and accuracy is the key for better decisions 42% of Sales executives rate Sales Analytics as one of the top needs for their organization Today Target Goal Low Forecast Confidence Missing data from lack of user adoption and use Inaccurate data due to difficulty in using system Time ~60% of Sales executives rate their ability to conduct accurate sales forecasting as Needs Improvement Source: CSO Insights, Sales Performance Optimization, 2009

27 Actionable Business Insight How it affects your business Business Issue Unreliable Product Forecasts Non-Integrated Forecasting Process Inaccurate Sales Forecasting Business Impact High inventory or stockout ratios Increasing sales back log & orders Lower expected revenue growth

28 Actionable Business Insight Customer Example Business Outcomes Improved data accuracy High adoption by sales teams Simple data collection, increased quality of sales reports All pertinent customer data in a single location Capabilities Integration with SAP R/3 system Simple familiar tools for easy adoption by sales teams Comprehensive reporting tools suitable for summary views and deep analysis The acceptance is clearly noticeable after just three months. Microsoft Dynamics CRM is really fun Marcus Diepenseifen Coordinator of Business Information, Nikon GmbH Deutschland

29 Actionable Business Insight Sales VP Dashboard Monitor overall revenue and performance View trends and seasonality for forecasting purposes Visibility into top deals, customers and sales managers

30 Actionable Business Insight Sales Rep Dashboard Real-time view into individual performance Improve deal targeting with pipeline insight Monitor pipeline health Insight into top customers and opportunities

31 Sales Productivity and Performance Critical drivers of productivity delivered through software Optimized selling cycles Connected, collaborative sales force Real-time customer insight Actionable business insight

32 Impact of Better Productivity Spending time wisely is critical to driving top-line results Shifting two hours per week from administrative tasks to time with valuable customers can be worth $90,000-$120,000 in additional expected sales per salesperson* *Based on US$2.5m quota Reprinted with permission from Maximizing Sales Growth and Performance: 2008 Report on Sales Effectiveness and Compensation 2008 Watson Wyatt Worldwide

33 Productivity For Greater Performance Increase your Sales Productivity using Microsoft software Integrated CRM, business intelligence, mobility and collaboration solutions that use familiar Microsoft Office tools deliver: CRM that works the way your people and business do RoleTailored innovation and investments you can count on tomorrow Easily accessible and actionable customer and business insight Integration with Windows Mobile devices Secure collaboration and unified communications to simplify work across teams and organizations Power of choice for flexibility and control: On-Premise or Hosted Service

34 Next Steps

35 Call AuraTech for free Demo / Consultation AuraTech Pte Ltd 30 Robinson Road, #04-01B Robinson Towers, Singapore PH: