Friend,

One area that has historically resisted the application of technology has been sales, largely because most organizations do not have a defined sales process.

Learn how to define your sales process.

A barrier to realizing the full benefit of SFA has been that technology works best when applied to a repeatable process, and most sales organizations have been unable to codify how they sell. Potential benefits of implementing standard sales processes include:

Shorter sell cycles
Increased win rates
Shorter startup times for new salespeople
Improved forecasting accuracy
Reduced discounting
Higher percentage of salespeople achieving or exceeding quota

With a flawed process, introducing automation will merely “speed up the mess.”

Learn to generate competitive advantage
CFO’s require sales forecasts because they need to know top-line revenues in order to predict and achieve earnings. By enforcing objective, auditable tasks, your sales management can make assessments independent of their reps’ subjective input—and CFO’s can be more confident of pipeline accuracy.

Learn how to clone your best sales people
In implementing change, human nature is such that the initial reaction tends to be one of resistance. Intuitive sellers only need a compass while traditional sellers need a map and directions. Sales process milestones, also called “stages”, provide a road map to guide sales organizations through sales cycles.

Learn how to have a 360-degree view of the customer
A 360-degree view enables sales, marketing and support to access a summary of all activity within an account, minimizing the chance of looking uninformed to a customer or prospect.

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Want to learn how your customer service, sales, and marketing systems can work together to drive customer delight? AGI/RightNow has an unmatched track record in helping companies achieve an exceptional, competitively differentiated customer experience.