One firm had valuable customer data in six different applications. This led to poor forecasting, lost sales opportunities and elongated sales cycles. We worked to migrate the data to Salesforce.com as a central system of record. This created visibility to the sales process and allowed us to make recommendations and changes, which reduced sales cycles by 17 days.
Challenge: Unusable CRM, Lost Sales
Do your sales people follow a consistent sales process? Is your sales process optimized for your customer's buying process. Do you sell several products that require multiple sales processes?
Sales Process Improvement
What percentage of your sales reps activities are tracked in your CRM? Is your CRM adapted for your sales process or multiple processes? Do your reps know when to close out lost deals?
How accurate are your sales forecasts? How often do reps "push" deals to the next month/quarter? Do you have enough quality deals in your pipeline to hit budget this year? How can you be sure?