Sales Force Automation-siebel 593j4s
This document was ed by and they confirmed that they have the permission to share it. If you are author or own the copyright of this book, please report to us by using this report form. Report 3i3n4
Overview 26281t
& View Sales Force Automation-siebel as PDF for free.
More details 6y5l6z
- Words: 604
- Pages: 24
Sales Force Automation The Eight Words That Kill A Sale: “Let me get back to you on that”
Back in the day….
Call reports and files Monthly sales reports In-side sales, service, shipping Forecasting Team selling Sales Management
Sales Force Automation Computer Electronic Rolodex Database Interface with Word Processor Sync with Palm….
But not full integrated with Marketing, shipping, ing, call center…….
Sales Challenges Sales Effectiveness Low customer face time High rep turnover Poor team communications Insufficient skills
Sales Challenges Selling Knowledge Islands of customer, product and competitive information Difficult to navigate Information not current
Sales Challenges Pipeline Visibility Need to see opportunity from beginning to end Need to manage closure Need to see bottlenecks Inadequate coaching
Organization
Customers
Touchpoints Field Sales
Website Email Call Center
POS Traditional Mail
Retail Fax PDA
Field Sales
Sales Website Email Marketing Call Center
POS
Service
Traditional Mail
Retail
Finance
Fax PDA
Production
Field Sales
Sales Website Email Marketing Call Center
POS
Service
Traditional Mail
Retail
Finance
Fax PDA
Production
Field Sales
Sales Website Email Marketing Call Center
POS CRM
Service
Traditional Mail
Retail
Finance
Fax PDA
Production
CRM is a business strategy comprised of process, organizational, and technical change whereby a company seeks to better manage their own enterprise around customer behaviours. It entails acquiring and deploying knowledge about one’s customers and using this information across the various touchpoints resulting in increased revenue and operational efficiencies.
Why CRM? Either do business the customer’s way or they go their own way. Competitive advantage Simplified internal organization (shrink workflow, shorten cycle time, efficient invoicing, faster delivery) Customer Satisfaction and Loyalty =>Profitability
Siebel Systems – Average Customers
11% Increase in Revenue Growth 16% Increase in Customer Retention 19% Employee Productivity Gain 20% Increase in Customer Satisfaction
Sales Process/Activity Management
Guide rep through sales process Real time information Responsibilities/Team Selling Organization (record activities) management Analyze activities – efficiencies
Sales Management
Evaluate reps Monitor s/opportunities Allocate resources Expedite process
Call reports Expense reports Forecasting
Lead Management
Allocate leads/opportunities (from all touchpoints) Track leads/opportunities - evaluation of:
Reps Regions Stage in sales process
Knowledge Management
Presentations Forms Literature Reports Industry and competitor data Promotional material News and press releases Education – e.g. training
Points of Failure Needs Analysis
Error rates 50-80% - Dirty Order - Order Fall Out
Solution Development Detailed Configuration Price Quotes
Order Fulfillment
Siebel eAdvisor
Guides rep through selling process by ensuring rep asks specific questions. Matches product/service with customer needs => recommended solution. Decreases sales cycle and training Increases sales effectiveness and customer satisfaction (right product) Gives sales access to ultimate marketing information
Siebel eConfigurator
Helps reps to customize products from a combination of features. Simplifies process of selecting, pricing, configurating, and purchasing of complex or customizable products. Presents all relevant cross-sells and up-sells.
Siebel ePricer
Delivers pricing consistency across all customer touchpoints and channels. Don’t need to wait for latest price list. Uses complex pricing rules
Siebel Order Management
Transfers orders from sales to back office Synchronizes orders between Front and Back Office Validation, tracking, approvals, postorder follow-ups.
Process, Technology, People Field Sales
Sales Website Email
Selling Knowledge Product Knowledge Solutions Knowledge Customer Knowledge
Marketing
Call Center
POS CRM
Service
Traditional Mail
Retail
Finance
Fax PDA
Production
Back in the day….
Call reports and files Monthly sales reports In-side sales, service, shipping Forecasting Team selling Sales Management
Sales Force Automation Computer Electronic Rolodex Database Interface with Word Processor Sync with Palm….
But not full integrated with Marketing, shipping, ing, call center…….
Sales Challenges Sales Effectiveness Low customer face time High rep turnover Poor team communications Insufficient skills
Sales Challenges Selling Knowledge Islands of customer, product and competitive information Difficult to navigate Information not current
Sales Challenges Pipeline Visibility Need to see opportunity from beginning to end Need to manage closure Need to see bottlenecks Inadequate coaching
Organization
Customers
Touchpoints Field Sales
Website Email Call Center
POS Traditional Mail
Retail Fax PDA
Field Sales
Sales Website Email Marketing Call Center
POS
Service
Traditional Mail
Retail
Finance
Fax PDA
Production
Field Sales
Sales Website Email Marketing Call Center
POS
Service
Traditional Mail
Retail
Finance
Fax PDA
Production
Field Sales
Sales Website Email Marketing Call Center
POS CRM
Service
Traditional Mail
Retail
Finance
Fax PDA
Production
CRM is a business strategy comprised of process, organizational, and technical change whereby a company seeks to better manage their own enterprise around customer behaviours. It entails acquiring and deploying knowledge about one’s customers and using this information across the various touchpoints resulting in increased revenue and operational efficiencies.
Why CRM? Either do business the customer’s way or they go their own way. Competitive advantage Simplified internal organization (shrink workflow, shorten cycle time, efficient invoicing, faster delivery) Customer Satisfaction and Loyalty =>Profitability
Siebel Systems – Average Customers
11% Increase in Revenue Growth 16% Increase in Customer Retention 19% Employee Productivity Gain 20% Increase in Customer Satisfaction
Sales Process/Activity Management
Guide rep through sales process Real time information Responsibilities/Team Selling Organization (record activities) management Analyze activities – efficiencies
Sales Management
Evaluate reps Monitor s/opportunities Allocate resources Expedite process
Call reports Expense reports Forecasting
Lead Management
Allocate leads/opportunities (from all touchpoints) Track leads/opportunities - evaluation of:
Reps Regions Stage in sales process
Knowledge Management
Presentations Forms Literature Reports Industry and competitor data Promotional material News and press releases Education – e.g. training
Points of Failure Needs Analysis
Error rates 50-80% - Dirty Order - Order Fall Out
Solution Development Detailed Configuration Price Quotes
Order Fulfillment
Siebel eAdvisor
Guides rep through selling process by ensuring rep asks specific questions. Matches product/service with customer needs => recommended solution. Decreases sales cycle and training Increases sales effectiveness and customer satisfaction (right product) Gives sales access to ultimate marketing information
Siebel eConfigurator
Helps reps to customize products from a combination of features. Simplifies process of selecting, pricing, configurating, and purchasing of complex or customizable products. Presents all relevant cross-sells and up-sells.
Siebel ePricer
Delivers pricing consistency across all customer touchpoints and channels. Don’t need to wait for latest price list. Uses complex pricing rules
Siebel Order Management
Transfers orders from sales to back office Synchronizes orders between Front and Back Office Validation, tracking, approvals, postorder follow-ups.
Process, Technology, People Field Sales
Sales Website Email
Selling Knowledge Product Knowledge Solutions Knowledge Customer Knowledge
Marketing
Call Center
POS CRM
Service
Traditional Mail
Retail
Finance
Fax PDA
Production
Related Documents 3h463d
Sales Force 3w6a2y
April 2020 24
Sales Force Automation-siebel 593j4s
November 2019 55
Sales Force Training 3y6d6m
November 2019 59
Sales Force Motivation 2s4l39
October 2021 0
Sales Force Control.pdf 2e6w47
December 2019 42
Sales Force Objectives 4u6640
December 2019 42More Documents from "adilkarampurwala" 64m5n