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Sales Force Automation Features
CRM provides the sales force, executives, and management with
sophisticated sales management functions such as: lead
generation & qualification , sales pipeline analysis, sales
stage & probability analysis; competitor analysis;
real-time sales forecasting; sales quota management ; reports;
dashboards; and other useful metrics. These functions give a business
the
opportunity to focus completely on customer life-cycle
(lead generation - acquisition - conversion - retention - loyalty)
rather than the sales process.
CRM has sales force automation modules such as: leads,
potentials, accounts, contacts, and sales-forecasting. You can
accurately track all business opportunities and close more deals
in less time. In addition, you can identify bottlenecks in the
sales process in advance, thereby effectively utilizing existing customer
data for future cross-selling and up-selling
opportunities.
CRM - Sales Force Automation Modules
Lead Management
- Manage leads end-to-end (from creating leads to converting them
into opportunities)
- Capture leads directly from your Web site using the Web-to-lead form
and manage them effectively in CRM
- Import leads from external sources, such as Web downloads, trade
shows, seminars, direct mail, and other types of campaigns
- Set up lead assignment rules to automatically assign leads to
the sales force in your sales organization
- Qualify leads based on the information provided in
lead details. Once leads are qualified for prospecting stage,
you can convert them into sales opportunities, accounts, and contacts with a
single-click
- Customize lead management process (B2B and B2C business
scenarios) as per organization sales process
- Support for Skype within
the lead and contact data. Telephone numbers and/or Skype user names
are stored in the lead and contact forms so that they can be dialed
automatically with a
single click
- Standard reports and dashboards are bundled for a fast learning
curve. You can also create a fully customizable lead report and
dashboard.
- Export lead data to a spreadsheet software for further data
analysis
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Opportunity
Management
- Track all sales opportunities end-to-end in a sales cycle
- Import Potentials from other Business/CRM solutions and services
- Associate opportunities with accounts, contacts, activities, and
other modules to have a better visibility on the opportunities (360
degree view)
- Track competition on each business opportunity
- Analyze the sales stage and probability of winning deals
- Intuitive Sales Funnel chart to analyze the pipeline and
eliminate any bottlenecks in the sales cycle
- Alert the intended audience in your organization when a big deal
closes (big deal alert) or is nearing completion
- Set up a sales escalation process through Workflow rules to reduce
the bottlenecks in the sales cycle
- Generate quotes, sales orders, and invoices from the potentials
- Export opportunities to spreadsheet software to analyze the
sales pipeline and quickly identify the bottlenecks if any
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Account Management
- Track all accounts and related contacts, opportunities, cases,
and other details from a common repository
- Specify parent-child relationships between accounts and their
subsidiaries or other divisions
- Generate quotes, sales orders, and invoices for the accounts
- Track purchase history of customers and analyze
opportunities for up-selling and cross-selling opportunities in
the future
- Identify referrals from accounts and contacts for promoting new
products and services
- Store account and contact-related notes and documents in the
account history
- Export accounts to a spreadsheet software to analyze the buying
patterns of customers and to set up loyalty programs
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Contact Management
- Track all contacts and related opportunities, cases, activities,
and other details from a common repository
- Manage hierarchy of contacts within your customer company to
have a better coordination while dealing with customers
- Import contacts from external sources CRM and other business
applications
- Export contacts to spreadsheet software for further data
analysis
- Synchronize contacts between CRM and Microsoft® Outlook®
using the CRM Outlook Plug-in
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Activity Management
- Add all important customer-related emails to your CRM system for
quick reference in future
- Store all the details of customer meetings and calls in an
intuitive calendar
- Manage daily tasks of the users to have a streamlined sales
process
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Sales Forecasts
- Estimate how much revenue you can generate in each fiscal year
- Identify the sales persons who met their targets for fiscal
quarter/year
- Predict the revenue generation for the forthcoming quarters
- Create fully customizable forecast reports and dashboards
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Sales Quotes
- Track outstanding sales quotes from your prospect Accounts
- Add line items to the quotes and update subtotal, taxes,
adjustments, and grand total amounts
- Select different prices for the same product as per your
customer segmentation
- Create printer-friendly sales quotes and send to the prospects
through CRM inbuilt email service
- Avoid duplicate work by dynamically displaying the billing and
shipping addresses of the prospect
- Customize sales quotes as per your organization's requirements
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