Create Standardized Sales Process so the entire sales team uses one system the same way. A sales process consists of distinct sequential stages which reflect BroadcastingТs market space. Besides maximizing sales revenue, a standard sales process results in more productive sales meetings and less time wasted preparing for them.
Standardized Sales Process is implemented with ACTТs built-in Sales Opportunity module enhanced with a workflow procedure. This involves customizing a sales pipeline that includes the appropriate stages reflecting BroadcastingТs market space and competitive environment and coordinating the stages with corresponding workflow processes.
Establish Accountability Policy for sales staff. This translates into sales staff consistently following up on their commitments and recording the results. The outcomes, in turn, become the basis for status and forecasting reports. (see next section)
Accountability Policy is executed in two channels. First, we enhance ACTТs built-in scheduling and task tracking capability with workflow functionality. The second pathway involves creating custom reports that present the data stored in database as actionable business intelligence.
Provide Accurate Forecasting by collecting during the sales process relevant information such as size of sale and current stage of completion. The key driver here is maintaining the currency and accuracy of the information without burdening the sales staff with time absorbing data entry or paper work.
Provide Accurate Forecasting is enabled by using ACTТs built in Sales Opportunity along with the workflow enhancement.
Improve Sales Productivity in identifying and attracting prospects, acquiring them as clients and retaining them for long term services. Crucial to achieving this goal is minimizing, and in some case eliminating, manual repetitive tasks with automated processes that manage database updates, schedule creation and task follow up.
Improve Sales Productivity is realized by using ACTТs built in functionality along with the workflow enhancement customized to BroadcastingТs sales stages and procedures.
Increase Revenue by improving closing ratios and shortening the time to close a sale. Addressing these dual goals means maximizing opportunities embedded in the sales pipeline. For example, once a viable prospect has been identified sales staff needs extra time for fostering a relationship with the premium prospect while preventing other candidates from Уfalling through the cracksФ.
Increasing Revenue, the ultimate of requirements, is the final metric by which we measure the success of the ACT project. Maximizing the likelihood of reaching this goal translates into two components. The first is configuring native ACT with customized workflow procedure thereby substituting manual tasks with automated sales processes. The second, equally impacting, is conducting a comprehensive training session (see next item) and establishing an ongoing support facility. |
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