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THE APLICOR FORUM : User Community and Special Interest Groups - “Where People, Ideas and Solutions Meet” |
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CRM Best Practice #1 - Improve Sales Productivity With the Six (6) S's
I'm a consultant on my third Aplicor client implementation and have discovered a simple pneumonic that sales staff have positively taken to during training. I call it the "6 P's" and it combines effective sales process with Aplicor's standard user interface (UI) and navigation in order to permit each sales resource to perform the most important and frequent sales activities in an incredibly efficient manner and within a single system function.
- Search - Default the sales persons' splash page to "My Accounts", "My Opportunities" or their preferred starting destination. Once the sales person enters the system, they should simply use the SEARCH field to retrieve the specific account or record they are looking for.
- Sort - I have to remind users that it can be much easier and more effective to just use the column sorting functionality instead of running a standard or custom query. Also remember you can perform multiple-column sorting to really hone in on segmented prospect or customer lists.
- Scroll - If sales people can get their precise lists delivered in a single view, they simply need to scroll to work that list from the top to the bottom.
- Select - Selecting each account in the target lists will of course display that account's information in the form pages.
- Sell - This action really includes any activity or event to advance a prospect or sale opportunity. Initiate a telephone call, send an email, update the opportunity sales step or whatever other action will ultimately contribute to the sale.
- Switch - Once an activity or update has taken place on the account, switch to the next account in the navigator list. Of course the beauty and efficiency here is that the sales person never has to close down pages or access new lists to continue the account to account to account completion. At the end of the designated account list, switch target lists by choosing the next query (in the Navigator query dropdown field) which will display the next precise target list to work (e.g. Top 10 accounts, Hot accounts, etc.)
This sales process method enables a sales person to work targeted lists - from beginning to end - without ever having to incur more than one mouse click per account. Keeping all these actions within a single screen view facilitates both sales person focus and productivity.
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