25 Questions Top Performing Sales Teams Can Answer - Can You?

25 Questions Top Performing Sales Teams Can Answer - Can You? How high growth businesses use Sales Force Automation to drive success

The best performing sales teams can answer the sales management questions below with confidence. The real question is can you? If not, don t be discouraged. Many of today s top sales teams once struggled with them as well. In countless cases, however, powerful Sales Force Automation tools have helped turn underperforming teams into highly successful ones. What s the secret? These tools are giving teams a transparent view of their sales pipeline and, in doing so, strengthening their ability to achieve greater overall performance. Sales Force Automation tools were once reserved for very large companies with millions to spend on software. Now industryleading Entellium is offering an affordable, powerful alternative Entellium esalesforce that has been designed specifically for small and midsize businesses. Just what is Sales Force Automation? Commonly abbreviated SFA, it s a powerful software strategy that streamlines sales-force management tasks into a highly cohesive whole. Using SFA, sales teams can see everything that s going on with each sales prospect from the first contact with your company through to becoming a customer. Sales Force Automation helps sales teams save time, increase capacity and maximize productivity. Sales teams using SFA can quickly: Create call lists to speed through all the prospects they need to contact, while easily capturing notes about each follow-up action. Organize daily tasks using a powerful schedule and calendar feature that ensures each call and appointment is followed up on. Follow a step-by-step sales checklist with each prospect that maximizes the chances of the deal closing in a timely fashion. At the same time, executives and managers using SFA can quickly: Track sales activities (such as calls and appointments) to ensure that reps are spending their time in the most effective way. Make better business decisions on pricing and competition based on real-time data. Create accurate revenue forecasts, by month, quarter and year. Ensure fair lead distribution among sales reps. Enhance team selling by streamlining communications, thus giving reps a single shared environment in which they can access the most recent brochures, FAQs and information about the competition. Coach weaker sales reps by knowing where their sales are stalling. How well can you answer these questions today? If your answers aren t as strong as you would like, let us help you. Entellium esalesforce is an easy-to-use, Web-based software application designed specifically for small and midsize companies. Now you can have the powerful sales tools large businesses have been using for years. See for yourself why Entellium esalesforce consistently ranks #1 in usability, value and customer service. For more information, please visit www.entellium.com or call 1(800) 539-9973. 1

Find out how Entellium can put your team on the fast track to sales success. Call 800-539-9973 or 1 2 3 4 Which lead sources result in the highest percentage of closed business deals? Stop Wasting Money by eliminating the lead sources that don t produce revenue. Sales Force Automation solutions like Entellium esalesforce can identify where good, bad and mediocre leads come from so you can strengthen your investment with productive sources and stop spending on sources that don t bring in business. How well does your Web site convert visitors to actual leads? Businesses and Consumers Shop Online so you are losing revenue by not maximizing the lead generation potential of your Web site. Sales Force Automation generally includes Web forms that Web site visitors can fill out, which can be automatically routed to the most appropriate sales representative (by product, location, etc.). The sales rep can then immediately see the contact information for that prospect and what they re interested in and follow up quickly while the prospect is showing interest. Are you eliminating perfectly good lead sources because your sales team doesn t have the right tools to convert them to sales opportunities? Different Lead Sources May Require Different Responses from the sales team, but without Sales Force Automation they are generally treated as one size fits all. We have seen customers significantly improve results using Sales Force Automation by testing different call scripts or email responses by lead source. Imagine if they just decided those lead sources were bad and discontinued them. Is your sales team selling the most profitable products, or just the ones that are easiest to sell? Some Products May Have Higher Margins than others, but some sales reps may prefer to sell cheaper products because, frankly, they find it easier. The right Sales Force Automation solution can help by giving managers visibility into product quotations so they never have to wait to correct sales rep behavior. In addition, Entellium esalesforce includes a sales knowledge base that you can load with tips for up-selling and cross-selling. Entellium CRM has opened a whole new world of opportunities. Now our sales operation is running a lot faster and more efficiently. - Nat James, Senior VP of Inside Sales Group Community South Bank 2

Learn how Entellium can help your business answer these 25 questions in less than 60 days. Call 800-539-9973 or 5 What 6 7 8 9 sales process is your best sales rep using to close business deals? Always Know Exactly What Your Best Performers Are Doing by seeing how fast they respond to new leads, what time of day they are most successful with calls, what sales collateral they use and at what point of the sale they send this information. Entellium esalesforce lets you learn what works and doesn t work so you can consistently make improvements across your team. How often is this successful sales process followed by other sales reps in your company? Standardize Your Most Successful Sales Practices across your entire sales team. Look for a Sales Force Automation solution that offers built-in sales checklists that guide reps through the sales process modeled after the process used by your most successful salespeople. This capability increases the chances that reps will bring in the business more routinely. How can you help your sales team achieve quota more consistently? Quota is More Likely to Be Met and Exceeded when your team tracks activities, not just sales. Sales success is ruled by ratios a certain number of calls leads to a certain number of appointments, which creates a smaller number of follow-ups, then proposals, on to a closed sale. The best reps know their numbers. You can then focus on improving their conversions at each stage of the sale. This is possible with Sales Force Automation because each activity can be recorded and viewed against more successful team members for improvement. Do your sales reps have the ability to respond to prospects quickly when they are away from their computers? Sales Reps Can t Afford to Be Disconnected from prospects in a competitive environment. Entellium esalesforce s mobile solution gives your team instant access to all sales information on their mobile phones. They can work deals even when away from their computer. Where are your reps stalling in the sales process? Is there a common theme you need to address? Gain Crucial Insight into how deals progress through your sales pipeline, from discovery through proposal, negotiation and close. As a result, sales managers can understand where individual reps are getting stuck and use this insight to help them get deals moving again. Sometimes a strong theme emerges that can be addressed across the team, like a competitive threat that may not be easily spotted otherwise. 3

Entellium was light years ahead of the others, especially with its workflow engine and its ability to connect to our lead generation systems and auto-populate the CRM application with our leads. We ve only really scratched the surface of what Entellium can do. - Ed Kundahl, President and CEO Haven Internet 10 11 12 13 How long is your average sales cycle? How are individual reps doing compared to this average? Sales and Finance Both Want The Deals in Now to eliminate monthly revenue shortfalls. Using Entellium esalesforce, sales managers can easily track the time deals have stayed in the pipeline and easily test different call scripts, email templates and collateral to see which have the most positive impact on the sales cycle. Entellium esalesforce customers can shave weeks or months off their sales cycles by having a solid method of tracking sales cycle performance at the team and individual level. How much time does your team spend creating follow-up tasks, composing emails and scheduling phone calls related to closing sales? Make Your Team More Effective by automating the tedious aspects of selling. So much time is spent setting up repetitive emails, tasks and appointments. Imagine instead a world in which each time a new lead is created a welcome email goes out, a task is created for a sales rep to call the prospect, and a follow-up email with a brochure is sent a few days later all automatically. Entellium esalesforce lets you create an entire set of activities that can be triggered to run automatically, saving your reps hours of time and boredom each week. Is every lead delivered to the sales team being followed up on in a timely manner? If not, what can you do? Successful Sales Executives Know that time kills deals. Sales Force Automation immediately routes leads from any source to the sales representative best suited to close the deal. It can also be set up to ensure that no single rep has too many or too few leads to work on. As a result, leads stay warm, increasing the odds a deal will materialize with you instead of a competitor. How can you help ensure a consistent professional image of your company and prevent grammatical errors or typos in written communications? Place Your Business in the Most Positive Light by giving your team standardized email templates that offer a clean, professional look, with a personalized touch. Plus save your reps the time and trouble of crafting them. What s Next? Get a FREE demo of Entellium esalesforce. Call 800-539-9973 now or 4

Find out how Entellium can put your team on the fast track to sales success. Call 800-539-9973 or 14 15 16 17 Does your team have immediate access to the most up-to-date brochures, product information and competitive data? Increase Productivity by putting key information within easy reach by using an online sales knowledge base. This time-saving feature gives each sales rep access to an archive of online resources, including email templates, standardized positioning pieces, sales collateral and much more. Do you have an effective way to ensure that sales leads are fairly distributed among new and experienced sales people? Balance Workload Among Your Sales Reps automatically, saving hours of management time. Entellium esalesforce has a powerful lead distribution engine that lets you easily set up thresholds to optimize how leads are managed. This allows you to cap the number of leads a given rep can handle (for example, a higher number for a proven performer, a lower number for a recent hire), ensuring that incoming leads stay warm. Are you getting the correct information you need to run the business in a timely manner? Spend Your Time Improving Your Business, not Gathering Data. You re going to want to examine the same sales metrics each week, month and quarter. Imagine creating a report once that runs by itself, and is then automatically sent to anyone you choose. Entellium esalesforce is the only Sales Force Automation solution with the Report Automator a huge time saver. How can you get more accurate sales forecasts quickly and without burdening your team? Remove the Guesswork and Tedium from Forecasting with a comprehensive Sales Force Automation solution that s Internetfriendly. Entellium esalesforce automatically shows you what each representative believes his or her forecast to be. Managers can accept what they project or change the forecast for each deal. The system automatically rolls up the appropriate deals (and projected revenue) to management. As a result, sales managers can work with forecasts across their team in a highly accurate, systematic way with less effort. Entellium had all the features and functionality we wanted, plus a lot more, at a much better price point. - Bobbi Leach, VP Marketing PortoLynx 5

We ve received three key benefits from Entellium: First, we now have immediate visibility into the status of every client; second, Entellium ensures efficiency in our work, since no new tasks are assigned until previous ones have been completed; and third, the streamlining we ve gained from Entellium will allow us to grow our business by 25 percent without increasing head count or other costs. 18 19 20 21 Which competitors do you lose the most business to and why? You Will Win a Higher Percentage of Deals if you understand which companies you re losing deals to and why. Using this information, you can determine whether the problem might be related to training, pricing, product or something else. With Sales Force Automation, this insight is just a few clicks away. How can you shorten the ramp-up of new sales representatives? Time Spent Training is Time Spent Not Selling. Sales Force Automation lets you minimize training times required for new reps by standardizing prospecting and selling best practices. Entellium esalesforce takes the guesswork away by giving you the ability to ensure new sales team members have a consistent sales process to follow, standard email templates and scripts to use, and task lists to advance them from one stage to another. In addition, Entellium esalesforce offers free video training to get your sales team trained on the tools quickly. How do you know when to hire more sales people? Adding New Sales Employees is Expensive, so make sure you really need more people. The right Sales Force Automation tool can track overall team pipeline volume as well as individual workloads to help you determine when to add more resources. Many companies are forced to add salespeople to mask inefficiency. They are unable to determine whether a salesperson is inefficient or truly overloaded. When sales reps leave the company, how easy is it to reassign their prospects to other reps for followup? Do you have a way of knowing what accounts they were working on, or do those accounts leave with them? Make Sure Your Business Doesn t Walk Out the Door with a departing sales rep by maintaining a central database for all leads and sales opportunities. With Entellium esalesforce, it takes fewer than 10 minutes to reassign an entire territory to another sales representative. Reassignment is also useful when you are building your team and need to move leads to new representatives. - Karen Northup, CEO Corefino Learn how Entellium can help your business answer these 25 questions in less than 60 days. Call 800-539-9973 or 6

What s Next? Get a FREE demo of Entellium esalesforce. Call 800-539-9973 now or 22 23 24 25 How can you introduce Sales Force Automation to your team? Won t they feel threatened that Big Brother is watching them? Choose a Solution That Helps Team Members improve their performance and isn t merely a reporting tool for management. Entellium esalesforce is designed around making great sales people consistently great, and helping weaker ones become stronger. It provides an easy way for them to view their goals and track their performance. By choosing a solution that is easy to use, and focusing on the benefits of seeing for themselves where they are getting stuck, many sales people now demand Sales Force Automation to help them do their jobs. How do you get your sales team to enter data into a Sales Force Automation solution consistently? Make Sure The Solution You Choose is Easy to Use and can keep up with your sales reps. Many sales tools were developed for management with little consideration for how a sales rep would use it every day. As a result, the tools require your team to traverse many pages to enter data, and they have to remember where certain information is located in order to access it. In contrast, Entellium esalesforce was designed around sales people first with single-page editing, drop-down menus that can take them to any place in the application in just one click, and a work notes feature that lets them see everything they ve recorded about a sales opportunity a great way to prepare for each call with a prospect. What does it cost to deploy Sales Force Automation? Entellium s Powerful Solution is Available for a low monthly fee of $50 per user with free 24/7 support and no longterm contracts. Most customers see a return on their investment in as little as 90 days. When choosing a solution, beware of charges in excess of the monthly subscription price. Many companies try to lure customers with a low monthly charge for a very basic product and then require you to sign a long-term contract. Also watch out for hidden service fees and up-charges for customer support. How do you get started with Entellium esalesforce? Getting Started is Easy! Our deployment wizard walks you through each step. When you subscribe you will be assigned a personal account manager. Our account managers are trained to assist you with best practice tips and advice to get you going quickly - and this service is free. 7 2007 Entellium Corporation. All rights reserved. Entellium is a registered trademark of Entellium Corporation. Other product and company names mentioned herein may be the trademarks of their respective owners. 032307-25Q