White Paper. Less Work More Money
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1 White Paper Less Work More Money
2 Less Work More Money Working With a Fully-Integrated Sales Empowerment System INTRODUCTION Sales professionals start building their success with initiative, perseverance, and drive. They learn and practice sales techniques to add momentum to their efforts. As their careers progress, they incorporate proven company, niche, or industry techniques to boost their sales. It seems logical, then, that giving professionals robust software to manage their efforts would propel their sales even faster and farther. Why, then, do sales professionals tend to avoid the Customer Relationship Managers (CRMs) provided by their companies? It is because these systems are often so complex that the effort required to use the software takes away from productive selling time and adds unproductive administrative work to the end of the day. It's not that the intended benefits of using CRMs aren't worthy of some time and effort. After all, the underlying goal of CRM technology is to provide and organize information to assist sales professionals in their efforts to: find, attract, and win new clients nurture and retain current clients entice former clients to return increase client service understand client value reduce administrative work Unfortunately, companies are finding that traditional CRMs are so complex that their teams cannot leverage the technology in an efficient way. The time and effort spent working with the CRM offsets any advantage gained by using them. Increased frustration, rather than increased revenue, is often the unintended result. Recognizing the "underutilization due to overdevelopment" issue, forward-thinking companies have re-worked the best of traditional CRM concepts. With input from their sales teams, these companies have developed equally powerful, yet user-friendly, Sales Empowerment Systems (SESs). The result: a 90% adoption and use rate of the technology, even when adoption was not mandated. This compares with previous attempts to adopt CRMs that barely reached 15%. The success behind SESs is "designed simplicity." Although SESs are every bit as powerful as traditional relationship management systems, SESs complement sales activities in a natural way, creating a comfortable user experience. Since SESs support sales activity in a way that sales professionals understand, timeconsuming administrative work goes down, and money-making sales activity goes up. CRMs Collect, Manage, and Retrieve Sales Data Despite the under-utilization of CRMs in most companies, the power of these tools is not in doubt. CRMs collect and organize data very well. In theory, CRMs should be extremely useful for common sales activities, such as: Identifying and generating prospects Gathering pertinent client information
3 Vetting clients Communicating with colleagues Communicating with clients Pricing products/services Negotiating terms Generating proposals and contracts Delivering product Delivering paperwork Completing the sale Managing customers over time Why, then, are CRMs less effective in increasing productivity and boosting sales? That's easy to answer: sales professionals don't use them. The complexity of CRMs makes them cumbersome, and the data retrieved does not provide the dynamic "information" needed to enhance or streamline the sales process. CRMs tend to provide encapsulated data that is not pulled or updated across all departments. Another drawback to CRMs is the need to enter information multiple times during the sales cycle to generate prospects, and again to develop proposals, and again to request pricing, and again to generate contacts. Seasoned sales professionals find that trying to work with CRMs adds unproductive time to the day without improving sales results. SESs Complement the Sales Process The downfall of CRMs is the difficulty of accessing and using the wealth of information in the system. Accessibility is where SESs outperform traditional CRMs. Information is available as and when needed at the desk or in the field and can be obtained easily to perform sales-specific tasks. Additionally, SESs compile information across all departments, in real-time, which helps insure accuracy. When clients ask questions, including questions about pricing, sales professionals can provide accurate answers immediately. Moreover, the ability to interact with the system while working with the client adds trust, a heavy dose of professionalism, and momentum to the selling process. Why SESs Boost Sales Successful sales people know what works for them, their company, and their clients. Accurate, timely, and client-specific information is invaluable. Unfortunately, it has proven hard to get using traditional CRMs. Conversely, SESs help sales professionals access the information they need to perform essential tasks quickly, easily, and as a natural part of the selling process. For these reasons, over 800 seasoned reps have chosen to incorporate the power of SESs into their sales routines -- despite the fact that most of these people have worked with a CRM system in the past without success. When asked why successful users chose to adopt SES technology, their responses included: "It makes make my job easier." "It reduces redundant data entry and paperwork." "I can manage deals faster." "I look more professional."
4 "I have information at my fingertips, including pricing." "It's an ipad, not an office." "I got my life back." It is not an accident that SESs fit sales professionals so well. Truly successful systems are built around the sales cycle from the perspective of the people who do the work. Successful SES development requires a collaborative effort between management, developers, and sales professionals, with the focus on streamlining daily sales tasks and supporting the natural sales cycle. As the name implies, Sales Empowerment System technology was purposefully designed to empower sales people to do what they do best: sell. Empowered from the Start - Getting Up to Speed SESs allow new team members to become productive quickly, often hitting both their numbers and income goals sooner than expected. Rapid success certainly reflects both professional skill and company support, but adding the power of a proven tool provides newcomers a system to support their expertise and training. SESs
5 also streamline efforts and allow time to be spent cultivating and servicing accounts, rather than completing administrative tasks. Prospecting Made Simple SESs are superior tools for prospecting, in great part because they are mobile. Information is accessible using an ipad, whether working in the office, on the road, or at a client site. Reps have immediate access to all of the information and tools needed to perform any sales-related task. Knowing the proximity of potential clients while working nearby accounts, and being able to draw information about these clients from third-party data and marketing services companies, both of these support impromptu prospecting. If a prospect has current business or a history with the company, it is also available in SES records. Understanding a prospect's history with the company, including interactions with other departments, previous purchases, or reasons for departure, makes it easy to push hot buttons or smooth sore spots. Most importantly, all prospect information becomes part of a company-wide file that grows as the relationship grows. As prospect information is entered or changed, it is updated everywhere in real-time. This helps ensure accuracy and eliminates the need to re-enter information at various stages of the sales cycle, such as the initial contact, during proposal development, and when preparing contracts. Turning Prospects into Sales Having the tools and information needed to engage prospects and work through the entire sales process on an ipad makes it is easy to initiate contact, and then build and sustain "selling" momentum. SESs provide sales professionals with the in-depth knowledge needed to initiate client contact with confidence, provide accurate information (including prices), and address objections immediately. Complete access to client and company information, along with the ability to generate proposals and contracts onsite, moves the sales process from contact to close with amazing speed and efficiency. SESs help sales professionals appear more confident, knowledgeable, and trustworthy. Clients experience a dynamic buying experience. Both of these benefits contribute to shorter sales cycles, fewer lost opportunities, and more closed sales. Increase Profitable Activity Administrative tasks often reduce sales productivity, consuming as much as 50% of the workday. When applied to company time, 50% represents a crippling number of hours spent on unprofitable tasks. This is an especially regrettable statistic since it represents time wasted on redundant administrative processes. However, truth be known, this additional time does not come out of the company workday; it represents hours of unpaid homework for employees. SESs eliminate redundant data entry, allowing sales professionals to retrieve countless hours of personal time. Once client information is entered into the SES, it is available throughout the entire system, to all users, during every step of the sales cycle. This includes all information about the client, including previous inquiries and sales contacts as well as closed accounts.
6 Enter a query in an SES while prospecting, and all information in the system is retrieved. Add information about the client at any time during the sales process and it becomes available to support relationship initiation and development, to generate proposals, to provide on-site pricing, to create contracts, or to provide on-going account service. With a few additional questions, SESs can drive an automated underwriting engine to ensure that clients meet qualification requirements. Information entry or retrieval can be done at any time, including while working on-site with the client. Having a tool that reaches across all departments and draws the most current and pertinent client information eliminates the need for redundant data entry. Since SESs will auto-populate documents and forms, paperwork is completed during the sales process and can be placed in front of the client to sign when the visit is complete. No more late night paperwork, return visits to the client site, or opportunities that dissolve between closing the sale and delivering the contract. Ensuring Prospect/Customer Security SESs provide clients with exceptional security. Sales representatives never touch sensitive information. SESs encrypt all personal identifiable information (PII) at the point of collection, and merchants remove sensitive information from all unsecured documents. This attention to client security eliminates any reservations clients may have about providing the confidential information needed to complete the sale now. Increased Opportunity Since SESs work across all departments, the sales team can work with other departments to incorporate additional offerings. Clients may be introduced to a core suite of products and solutions that fit their needs. Sales opportunities increase, benefiting both sales professionals and their companies. Additional opportunities may include: Card-processing solutions Payroll solutions Gift-marketing solutions Company Support is Essential SESs work because forward-thinking companies develop these tools in collaboration with the employees who use them. For this reason, functions are intuitive and fully support the sales process. Nonetheless, initial training and ongoing company support help sales professionals leverage the full power of a SES to maximize sales and reduce unproductive activity. Companies that are committed to the strong adoption of SESs also continue to collaborate with their sales teams to enhance SES functionality and usability over time.
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