We’ve been working with goals in Selltis for many years. Frequently we find as we work with new customers that goal management is not one of the reasons for investing in CRM, and we are always a little surprised by this. If you are not managing goals in your CRM system, you are not taking full advantage of the data that you have.
Let’s start with lead and lag measures. Lag measures are what many of us are used to – revenue for last quarter, expenses paid, rate of capital return, and similar. If we set objectives and then make plans to execute, we need Lead goals. Lead goals include tracking the number of new opportunities required to generate your revenue goal, number of leads necessary to generate those opportunities, response time for customer service to ensure customer satisfaction, and so on. In short, these are input goals.
In Selltis, by default, we can create goals for:
- Company as a whole
- Users
- Divisions
- Products
- Locations (sites, branches)
- Market segments
- Marketing campaigns
- Territories
- Other groupings of data
In addition, you can make goals for any combination of these. For example, you may want to make a goal for a Selltis user and product. Example: How much product will the user sell next year? Or, make a goal for a company location and a market segment. The possibilities are endless.
The end result, as we discussed in our blog on dashboards: the ability to see trends and exceptions:
In my next blogs on goal management, we’ll cover:
- Tips on setting Lead/Input goals
- Soft versus hard goals
- Putting it all together, and a Territory Management example
Give us a call if you have any questions: 985-727-3455