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CRM Best Practice #10 - Implement Sales Coaching Advice

Using the CMS (content management system) to create sales coaching advice and pointers has become one of the biggest perceived system advantages by our sales managers. We chose to create a Sales Coaching page for each of our Sales Steps and link the Sales Coaching content to the Activities and Opportunities pages. Our seven sales coaching pages are also hyper-linked together so the user can navigate from page to page (and sales step to sales step) in a sequential path all within the CMS pages. Our sales coaching pages include the following:

  1. Qualification - this page includes a lot of tips and recommendations for performing successful qualification exercises.
  2. Discovery - this page goes into more detail and organizes discovery questions by size of company and industry.
  3. Strategy - this page references the Competitive Library and the Strategy Sheet to develop a firm sales strategy based upon prospect buy criteria, competitive strengths and competitive weaknesses.
  4. Demo - this page is largely a refresher on our demo scripts and key highlights.
  5. References - this page circulates our reference accounts and provides company and contact information.
  6. Negotiate - this page provides a lot of tips and recommendations for the negotiation process.
  7. Close - this page provides tips and suggestions to get the deal closed.

We actually started our CMS Sales Coaching content pages with a demo example that Aplicor provided to us - so you may want to inquire directly with them to see this example for yourself.


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Aplicor is a web-based, online, on-demand, hosted, software as a service (SaaS) Customer Relationship Management (CRM) and Enterprise Resource Planning (ERP) software application. This user forum is an independent member organization designed to help system administrators, designers, developers and everyday business users maximize their technology investment by sharing information, resources and support.

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