Drive Your Revenue. Dramatically Improve CRM Performance

Transcription

1 Drive Yur Revenue Dramatically Imprve CRM Perfrmance If yu re like mst B2B businesses, 80% r yur revenue cmes frm 20% f yur mst strategic, key accunts View the Enable Pr Vide The majrity f strategic accunt managers take a dangerus ne- and- dne apprach t accunt planning. If this rings a bell in yur business, and yur strategic accunt planning is just an annual (r biannual) exercise, then yur revenue prjectins are at serius risk. Recent CSO Insights research fund that sales rep quta attainment was nly 58.1% in 2014, and yet, in the face f thse numbers, 94.5% f firms have raised revenue targets in We maintain that if it didn t wrk last year, then this year may well end the same. The slutin is nt s much in change t yur sales team membership, but rather adpting a NEW and prved slutin t deliver yu better results. The prmises f CRM s were t prvide enrmus ptential fr imprving sales rganisatin prductivity, BUT many cmpanies have had mixed success in leveraging CRM s t drive transfrmatinal sales effectiveness imprvements. Research has attempted t understand the CRM's impact n sales rganisatin effectiveness, identify what drives successful CRM deplyments, and priritises where rganisatins can imprve their utilisatin f CRM. VALIDITY Grup Page 1

2 Our end- t- end Sales Enabling slutin that wrks fr the entire business Territry (TTS) Accunt Planning (MAS) Opprtunity Execuen (SS 2.0) Sales Management & Caching Channel Management Sftware that Wrks fr the Sales Frce Enable Pr Amidst s many things that members f the sales frce need t d, CRM s are just mre wrk with n benefit, and can cause additinal prblems fr a sales rep whenever they lg a significant pprtunity. In brief, CRM s are ften seen by sales team members as a reprting system fr management and f n value t sales. Therefre the issue is: If they see n value in it, if they see it as a burden, then hw they use it will have a direct bearing n the quality f the infrmatin that is put int it. Fr the COO and the CFO, they will ften reprt that the VALIDITY Grup CRM has nt delivered any real imprvement in perfrmance. It seems t uncver mre prblems than it slves and in many cases, creates still mre. S fr sme, the results have nt been as gd as they had hped. There are increasing reprts where these views are gaining grund and usage is drpping. This is a challenge that VALIDITY Grup can slve. Our slutin is Enable Pr : A slutin that was designed BY sales peple FOR sales peple t help them succeed. A slutin that will wrk with yur CRM and prvide yu the results and utcmes that yu want. Page 2

3 Enable Pr is a slutin: A perfect slutin fr yur sales peple. And fr yur results. Enable Pr allws yur sales frce t leverage capabilities that can give yu a cmpetitive edge. It is the nly slutin that marries yur sales prcess with intelligent, visual tls s yu can easily guide yur teams, drive cnsistency and grw revenue. That prvides the sales persn easy access t EVERY piece f infrmatin that they require. That builds and ppulates my clients rganisatinal and decisin making structural map. That makes my Accunt Planning prcess seamless and easy. That is highly visual fr me and highlights easily and effectively fr me t prceed. That draws in frm LinkedIn and ther key resurces the data and infrmatin that I need. That means that frm the same screen I can access all the marketing supprt dcumentatin I need withut having t change screens and search. That allws me t understand and scpe where my ppsitin is playing and what strengths they have Where I can clearly articulate where my internal strengths and weaknesses are and apply my right resurces. That when my bss asks fr reprt I can ask Wrd r PwerPint? and at a click have the reprt dne while I make a cffee. Dynamic Playbks. Deply best- practice prcesses, tls, cllateral, elearning and ther assets, based n the slutin, vertical industry r stakehlder rle. Multiple Playbks. Grw revenues by using visual map capabilities t imprve sales, accunt management, channel, and renewal prcesses. Playbk Cnfiguratr. Evlve with yur markets, quickly tailring prcess templates t guide best practices fr different teams. Prcess Screcard. Scre the perfrmance f each prcess step and use a simple traffic- light metaphr t pinpint any risks. Playbk Analytics. Easily mnitr yur prcesses and track tl utilisatin t identify critical factrs that impact yur efficiency and win rates. VALIDITY Grup That will autmatically ppulate the cmpany s CRM fr me That prvides me a simple straightfrward prcess and tls n the ne screen t ensure my success. That is clearly designed fr sales peple t be successful with, and yes ne that will autmatically ppulate any CRM/CRM s that sit in the backgrund. That Ops and Management can custmise easily and effectively t generate any reprt they want, financial, territry, industry, sectr, slutin. What fr many has been viewed as a massive insurmuntable prblem nw has a significant slutin Enable Pr Page 3

4 It desn t stp with yur CRM invest in Sales Caching t bst success Results frm the CSO Research recent survey will enable sales leaders t assess their rganisatin's CRM use and identify sales effectiveness impacting imprvement pprtunities. Specifically, they examined: CRM's impact n selling activities CRM's impact n selling results CRM utilisatin Management's pririties in using CRM t impact sales effectiveness Key imprvement areas fr CRM adptin CRM's impact n essential management activities, such as pprtunity identificatin, pipeline management, sales prcess efficiency, perfrmance reprting, and cmmunicatin management. Did yu knw? On average, teams that reprt receiving mre than three hurs f caching per mnth exceed their gals by 7%. Sales Caching that Wrks The best B2B sales teams are led by great sales caches. But what makes a great cach, and hw can yur sales leaders develp these skills? Jin frces with VALIDITY t discuss the basics f sales caching, the skills required t be an effective cach, the tls that can be applied, and the key appraches that yu can use t be a great sales cach. Talk t us abut us prviding yu with external sales caches that can add substantial and significant value t yur sales rganisatin. We prvide yu with the sales caching tls that wrk and deliver real results. VALIDITY Grup Page 4

5 Our platfrm apprach Reinfrces the strength f CRM r can be used standalne. Prvides the mst agile and fastest way t enable the team with the essential prcesses, tls etc. Shws a visual and dynamic way f understanding and applying the principles f Slutin Selling. Prvides a clse tie between what is taught and hw it is applied n a day t day basis. Enable Pr Multiple Languages Arabic, Farsi, Urdu Baltic languages: Estnian, Latvian, Lithuanian Central Eurpe languages: Albanian, Cratian, Czech, Hungarian, Plish, Rmanian, Serbian (Latin), Slvak, Slvenian Chinese Cyrillic languages: Azeri, Belarusian, Bulgarian, FYRO Macednian, Kazakh, Kyrgyz, Mnglian, Russian, Serbian, Tatar, Ukrainian, Uzbek Greek Hebrew Japanese & Krean Latin 1 languages: Afrikaans, Basque, Catalan, Danish, Dutch, English, Farese, Finnish, French, Galician, German, Icelandic, Indnesian, Italian, Malay, Nrwegian, Prtuguese, Spanish, Swahili, Swedish Thai Turkic languages: Azeri (Latin), Turkish, Uzbek (Latin) Vietnamese Offers interactive, n demand learning, in the cntext f the prcess. Reprts prvide a visual display f success criteria, fr measurement. Examples include: Adptin f specific key indicatrs f success Seller s ability t apply the prcess / Jb Aids Areas where sellers need additinal fcus r caching (individual versus team) Integrated t maximize yur CRM Investment Enable Pr can be used as standalne r integrated with Salesfrce.cm Micrsft Dynamics Oracle On Demand Oracle Fusin SAP hmegrwn CRM s VALIDITY Grup Page 5

6 Accunt Planning We start by utlining the basics f hw t develp a highly effective Accunt Plan, then share hw tp sales teams apprach accunt planning t ensure that they maximise the relatinship and revenue ptential f each and every strategic accunt. A recent industry survey* reprted that imprving yur accunt planning frm pr t gd resulted in a 41% increase in win rates. Mst B2B sales rganisatins dn t have an effective accunt planning prcess and actually rely n PwerPint, Wrd and spreadsheets as their primary planning tls. Accunt Planning Template Talk t us abut ur Accunt Planning template, which includes: Best- practice cmpnents fr accunt planning. The essential cmpnents f an effective accunt plan. Examples f hw autmated tls can visually bring yur accunt plans t life and facilitate team cllabratin. VALIDITY helps yu develp a change f behaviur twards and management f yur Accunt Planning prcess. One key missing link in yur Accunt Planning and perhaps a key cmpnent is invlving yur custmer in yur planning prcess. This is cmmnly a freign cncept fr mst sales prfessinals and certainly nt an area f cmfrt, skill r experience fr mst teams. During ur wrk tgether, we will train the art f custmer cllabratin and hw t integrate it int yur planning prcess. Yu ll see that the payff can be HUGE! We will: Develp the skill f custmer cllabratin in yur accunt planning practices Achieve cllabrative, multi- year radmaps and business plans Realize mre accurate assessments f yur full revenue pprtunity Identify real caches within the client and hw t wrk with them Gain custmer buy- in and active participatin thrughut the relatinship Align executin with yur custmer against the cllabrative plan VALIDITY Grup Page 6

7 Maximise yur results with Enable Pr the clud slutin with true mbility Frm the CSO Insights' 6th Annual Sales Management Optimisatin study, we demnstrate hw sales managers can help their sales teams hit yur increased targets. VALIDITY wrks with yu n: Tp barriers impacting frecast accuracy Hw sales managers shuld spend their time Hw cmpensatin plans shuld be managed and nt be managed n an Excel spreadsheet Utilizing accunt plans t cnduct quarterly reviews 3 critical areas t assess when establishing accunt gals Identifying the right infrmatin within an accunt t drive executin Keeping yur accunt plan evergreen t drive additinal revenue "S What?" Our s what is the delivery f slutins that: Drive yur revenue, AND change behaviurs twards success. Prduce accunt plans that are rbust and achievable. Allw the cmpany t achieve its revenue gals and yur sales team t achieve their full earnings targets. We deliver the cmpnents f a GREAT accunt plan. And a great accunt plan nly pays ff if yu execute against it. We share 5 critical steps t peratinalize yur accunt plan and hw t make it a central part f yur sales executin. Learn hw this prven apprach will drive yur sales team twards realizing its full revenue ptential in every accunt. VALIDITY Grup Page 7

8 1 2 Call us tday and arrange a dem t see fr yurself the ease and effectiveness f Enable Pr And speak t us abut hw we can help yur Accunt Planning prcesses succeed, as well as develp yur sales caching bench strength. Failure is nt an ptin anyne can affrd. We enable peple, sales and businesses t excel and grw Prudly supprting business thrughut the Asia Pacific regin. View ur pwerful slutin prtfli nline r cntact us fr mre infrmatin. Head Office Level Cllins Street Melburne VIC 3000 Australia inf@validitygrup.net Reginal Offices Kuala Lumpur: VALIDITY Grup Sdn Bhd Level 36, Menara Citibank 165 Jalan Ampang, Kuala Lumpur Singapre: VALIDITY Grup Pte Ltd 371 Beach Rad, #17-01 Keypint Singapre VALIDITY Grup Page 8