Sales Management

CRM’s can really make a difference if used well or be a great Rolodex or Teledex for business. What is yours being?

Only last week I heard an international manager discussing his expectations and costs of his CRM and he described it as an overpriced Teledex or Rolodex and could not understand why IT people kept pushing it.

To be honest, it was not the CRM’s fault – but the application of the CRM. I did ask, what they were using and it was Saleforce, so an excellent example and flexible CRM. What had happened was that the application was not been applied to the business needs very well – if at all. This could be due to changed needs, or due to poor initial setup / training or even staff changes.

But what I have found to be a constant business expressed problem is “How to get the CRM to really work for a company, when the data is too cumbersome for a mobile environment”. The problem is that most CRM’s let you define your pages, allow a mobile version of this, but the actual data that a person on the road needs is far more streamlined, and less in data entry than the main CRM’s can offer. Now a few allow unique forms to be created for each log in, but management of that in itself can be really difficult.

So what do you need to work out?

What data do my remote people need access to
What data do I need my remote people to enter
What equipment do my remote people have access to.

With this information, you will be able to get a good list of quality options.

Why is the data read and data entered necessarily different?

As person on the road may need contact details, past visits, existing products or services. They may need to know any important notes or documents. But as a company, you may need to know, who visited, when they visited, how long, what was discussed, quoted, photographed. So as you can see these really can be quite different.

You may also have Zone locked users (they are only to see a specific area due to confidentiality). Keeping your data safe at all times is important. So even if the phone or tablet is lost, your data remains safe. Even managers can lose their mobile devices, and if they can delete data remotely, then their access needs to be secure and easily secured in the case of an emergency.

Why does the equipment matter?

Some software will only work on certain browsers, or devices. Only a tablet, not a phone. Need a certain level of internet access to work. You may have costs involved in the number of access times, or locations. This will impact on your ability to use this data cost effectively. You may also have a variety of irregular users, (e.g. for a short time only).

It is no good if your CRM has a mobile option, but this option requires you to purchase the latest IPads, and you have no I-pads at this stage, and the cost is way above the available budget. So flexibility on information is essential.

What is a possible Solution?

Products like CRM-Map can really solve this issue.

Ease of Use: The remote person does not need to look for the client, as if they are near or at the client site, their Icon is showing on the google map, and the sale person need only click on it.

Own Designed forms and Custom Fields: So you can add the fields you need to match your CRM. Having only what you want to see or enter. This is a really easy way for remote people to get access to the right data and fast.

AutoMatic and Seemless:The forms you design can be auto integrated with your data dynamically, e.g. so as you do alternations in the office – it transfers to the field and as people do changes in the field it can go to the main CRM database.

Data Protection: As this is not your core data, your core data is protected. If a user loses their mobile device, even though it requires a password access, you can easily alter their password access and lock out the lost device. Plus, as Zones are available in this product, you can limit a user to a specific zone and then they can only see the data in that Zone.

Flexibility: Products like CRM-Map are not limited to hardware. Basically if your system can use Google maps it can use CRM Map. So you can use whatever hardware is available on minimal bandwidth.

Cost: CRM-Map excels here also. As you only pay per user that you need to use this product. So a really low cost option. IF you need extra users for a month, then you only pay for that month for the extra users. A good low cost option.

Welcome to “SELLING BECAUSE”.

This is going to be my first attempt at using BLOG technology to deliver a FREE BOOK as well as a special gift of a ‘SALES EARNINGS OPPORTUNITY: to anyone who sincerely seeks to become a professional in the field of ‘PROFESSIONAL SELLING”.

Now obviously, the business processes in selling are going to include many talents and tools and just like a carpenter, iron worker, or master mechanic cannot expect to use the same tools for every project and item they work with! The variations are nearly endless and so it is with selling, where different products, different business terms, different customers, business types & applications would create so many sales situations and scenarios, there’s no possible way to write a training script for each and every possible situation. Given these realities, I’m going to begin with a broad overview of the common STEPS of the SALE, the general TYPES of PROSPECTS that are encountered in the selling process, and how the steps of the sale may adjust to these different prospect types. In the last phase of this blog, I will offer you the opportunity to begin selling an exciting new business software product and then will define the recommended use of the steps and tools that are likely to fit the types of prospects you are likely to encounter.

Let me get right down to business and first explain the title of this blog:

Of normal course in your life, when anyone asks you WHY you are doing something, your first word of reply may likely to be… “BECAUSE”,

And of course, “Be-cause” suggests you are being – in, or at, a “cause”, intent, purpose, mission, etc. You get my point; and while this is such a simple point to see, the “WHAT OR WHY” query is almost immediately sluffed off with a terse remark or wisecrack, ie: “none of your business”, “to get it done”, “because I want to”, “it’s my job, that’s why” etc. But the REAL question I have is’ “do you really know the REAL CAUSE about why you do so many things over and over again? Ok, “habits” come to mind for most of us. We generally don’t think about them, we just go ahead and do them automatically. Now if these are really wise and helpful things (such as exercise, or showering, or brushing our teeth, being generous, learned, or kind), then obviously, these are GOOD habits! It’s a shame that these good habits seldom ever get any positive comments or “atta-boys’! But then, it is truly surprising that so many people do remarkably stupid and harmful things in their lives, as habits while never considering the consequences thereof!! Worse yet, is the fact that any well-meaning friend that might offer a negative reflection on any of those habits may quickly learn that their advice is an unwelcomed mirror to that friend who simply does not want to face reality and has instead, has actually been insulted!

My first gift to you is the suggestion that you give sincerely focused concentration on the REAL REASONS you decide to do things in your life! Really ask yourself the most frank and deeply introspective question about WHAT you truly SEEK TO ACHIEVE, WHY this matters to you and, WHAT STEPS are necessary for you to finally ARRIVE AT YOUR GOALS?

Falling for “get-rich-quick” schemes or great advice from somebody with a sneaky shortcut or gimmick to save you from hard work or meaningful career commitment won’t get you there so:

DON’T DO THAT! This is important! Cause is enormously important! And Powerful! When you do something for a cause, it has ENERGY, the scope and dimension of that energy is related directly to your COMMITMENT OF POWER to Make that cause happen!

Winning at anything in life is all about “commitment” and commitment is not possible without purpose. Purpose creates Passion, Passion creates Energy and these ‘CREATIONS’ create ‘OUTCOMES”! ….and: YOUR GOD-GIVEN GIFT IS THAT:

YOU WERE BORN “A CREATOR” AND YOU ARE HERE TO CREATE!

Every breath you take and every thought you have is a creation!! Think about it! Creations are “energies” they have meaning and power and you have another gift that allows you to be responsible for your creations! It’s called “FREE WILL”. That’s your sole choice to choose what you think, what you express from those thoughts, and what VALUES you choose to establish and guide the Character and Purpose of YOUR LIFE!

Your honest purpose for selling must be clear before you simply jump into this very honorable (but often maligned) profession. It is often maligned because so many people regard sales people as only being “money-driven” and having no real meaning otherwise for what they do. Sales people are often considered ruthless and even ‘liars” that will say and/or do anything necessary to get you to buy their product or service, no matter what it takes, just to take home those big bucks! If that’s you, that’s a problem! You will NOT succeed with this single purpose and you now have three choices: Quit reading this and find another profession, quit reading this and waste your life trying to be successful at selling or:

KEEP READING AND LEARN HOW TO WIN A JOYFUL AND PROSPEROUS LIFE BY HELPING OTHERS AND EARNING FINANCIAL REWARDS IN THE PROCESS.

If that’s your choice…..then let’s get started in SHARING THAT CAUSE! I am committed to writing this blog beeeee-cause:

“I truly want to help YOU become successful and grateful” for the work YOU do in selling”AND “I’m Positive that I know how to help you do it!

So let’s get started with just one more philosophical fundamental (from my perspective anyway); I personally believe that “gratitude” is equal to or perhaps even greater than commitment” when it comes to defining a state of mind that is virtually “bullet-proof” i.e.: insulating you from outside fears and distractions. I think “Gratitude” actually contains more energy when you give something to someone or help them than when you get something unexpected….but that’s for you to decide on your own…. It works for me! So that’s my purpose for writing this blog and I’m grateful to be able to do it!

I hope your life is truly enriched in many ways by reading it and applying what I have to share with you! So right now, let’s take a break and give you some time to really think about your goals and if you really want to be a PROFESSIONAL SALESPERSON? If so, will that profession lead you to where and what you want to achieve in your life’s work? If the answer is truly YES! Then send me an email or: usasales@crm-map.com how to connect on the next blog? come back and visit me at the next blog:……… for chapter 1 of “Selling Because”
by Vance Seagle “Master Salesman and Sales Trainer”

Category: Sales Management

CRM Power Tips: How to get Data from Mobile Sales People