Finding new customers and managing your existing ones is fundamental to running a profitable business, no matter what your company type, size or industry. For this reason, you probably spend a lot of time and money employing sales people to go out and find new customers, or account managers to manage their existing relationships, and business development professionals to identify new business opportunities and nurture partnerships.
In order to maximise your return on this investment, it is important to ensure that your field sales representatives are actually out meeting customers, rather than stuck in the office with tedious admin tasks or spending too much time between appointments due to poor planning.
Is your field sales team performing as well as it could be? Consider the following questions:
- Do you know where all your sales people are today?
- Do you know where they have been over the last few weeks, which customers they have seen and what their next actions are?
- Are your field sales people making the best use of their time? Are they as productive as they could be?
- Do you have a single repository for your customer data? Or does that vital information about your customers reside in your sales people’s heads? Could that hurt your business if they leave?
- Do you have a high level view of where your customers are, what the saturation is in your reps’ territories, and whether there are any opportunities in any specific geographic areas?
- Could you easily re-route one of your reps to save a key account, solve a customer issue, or meet an urgent need?
If you answered “no” to any of the above, then leveraging your customer location data could significantly boost your ability to efficiently serve and extend your customer base. Using this data, you’ll be able to identify bottlenecks in your sales process, take advantage of new opportunities as they arise and solve problems before they escalate. Click here to find out how our eCRM software could help.