Every business owner and manager knows how important it is to track sales, but doing so is much more complicated than just looking at the company’s ROI and number of closed deals at the end of the month. In order to truly track progress, there needs to be a set sales process with measurable progress made throughout the sale. To measure progress, everyone needs to follow the same procedures throughout their sales process from start to finish, and Salesforce can help bring a team together by keeping them all on the same page, assisting them in their daily tasks, and showing live reports throughout the sales process. Not only does Salesforce allow each individual to see how far along they are, but it gives managers the ability to see where people are excelling and where they are struggling.
The Importance of Sales Processes
Sales processes in Salesforce are a great way to keep your company organized and unified. They provide a way for sales managers to monitor the progress of sales, keep tabs on how their sales representatives are doing, and provide help to their representatives when needed. When there is a defined sales process in place, sales representatives better know what is expected of them, and sales managers are able to evaluate all their representatives on an equal field. Sales processes have the ability to turn a chaotic and unorganized company into a systematized one that can be tracked, evaluated, and improved upon.
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Salesforce and the Sales Process
The length of your sales cycle varies from business to business, but most sales processes consist of a number of steps, including learning the needs of your lead, sending out a proposal or contract, and then finally closing the sale. Once a representative is working multiple sales, keeping track off all these steps can get complicated. This is where Salesforce can help. By setting up Salesforce to match your sales process, Salesforce can keep track of when leads are contacted, how they were contacted, where they are in the sales cycle, and allows the sales representative to record notes on their conversations. When you set up your sales process in Salesforce, Salesforce can track what stage your opportunities are in, list the probability of closing a particular sale, and set reminders for your next steps. Salesforce allows managers to easily monitor the progress of their sales representative’s sales, as well as set parameters to ensure all needed information has been collected before the sale is closed.
In order to increase a company’s ROI, managers must evaluate their sales process and continually find ways to increase sales while streamlining the efforts of their team. Since Salesforce tracks all activity, managers can download reports to find out which processes are generating the most sales. Testing new methods is easy when there is a program in place to track activity and results.
StarrForce creates and supports Salesforce solutions that allow our clients to take more effective action. If you would like information on the services we offer, call us at (888) 391-4493 x103.