Selltis was founded on and built around the idea that process before technology is the key to getting ROI from CRM.
In particular, a focus on the front end of the sales process can give your company a true competitive advantage.
Imagine the sales process in the 360 degrees of a circle. The back end is the quote-to-order stage. The front end includes leads and opportunities, which are where you will find the highest ROI. Unfortunately, while critical, companies tend to dedicate fewer resources to these areas.
Take the time to honestly evaluate your approach to the front and back ends of the sales cycle. Grade your company on how it manages leads, opportunities, quotes and orders. For example, examine how leads are generated, how they are qualified and whether you have standards for transitioning those leads to real opportunities for sales. At the quote stage, look not only at the number of quotes you are generating, but also how well you are following up on those quotes. (Read more about quote management in this blog.)
Sales are won between the opportunity and quote stages. Use CRM to help you put in place the processes and visibility you need at this critical juncture.
Learn more about Selltis’s focus on process management for industrial sales organizations.