CRM, Prospecting and Sales Management

The CRM, Prospecting and Sales Management module is designed to help a sales team to be proactive; an easy method to actively market services to customers based on past experience. In addition records can be maintained of potential customers (prospects) and these contacts can also be actively cultivated. Reports are available that can greatly enhance the efficiency of the sales team. Customer report cards are available, which show past performance and future follow-up required. This, together with a call report, helps the sales representative plan their calls, visits, demonstrations, etc. to maximum efficiency. It also means that the contact activity is logged centrally and is therefore available for others to view and understand the activity for a customer/prospect.

This module integrates with much of the customer activity within the Gold databases. This interaction, along with the ability to generate customer attributes specific to the dealership, means that a potential customer can be approached by mail-shot, invitations to open days, or with specific contact about wholegoods/vehicles, parts and workshop services. Customer attributes tend to relate to the individual industry sector, so for agriculture this might include:

• Farm size
• Main income source – cereals, livestock, forestry, leisure etc
• Buying group member
• Combine brand – Claas, John Deere, New Holland, Massey Ferguson

These selections can be from a drop down list, like farm size or combine brand, or yes/no like main income from cereals. These attributes can also be set electronically from information in Gold e.g. bought a baler, now mark to market for bale wrap, net and twine

It is also possible to store multiple contact details within each business, e.g. the Managing Director, the Farm Manager and the Owner. Every contact name, within an existing or potential client, can be held in full detail. Contact made with a customer can be recorded using tracking and the information is then readily available to the whole business.

There is a filtering and export tool, which can extract information from various aspects of the business. For example a service reminder letter could include specific information, such as make and model, sales date, serial number, date last serviced, and warranty end date, that relate to the individual customer. By using this tool to filter the data you need, and then using mail merge facilities with Microsoft Office, you can create really attractive and highly targeted marketing pieces.

The module has the ability to store competitive equipment being used and this information can be used to create future opportunities. For example; the Sales Manager could generate a list of all the customers using competitive equipment that is due for replacement within a given date range. This list can then be used to automatically create a required action for the relevant sales person to follow up the potential deal.

The reporting is very powerful too, the system analyses customer spend by department over 4 periods and then compares the volume of sales. This report can also set customer attributes based on the results of the report e.g. increasing/declining spend, active/inactive/at risk/lapsed. The results can be filtered to show customers who buy new capital items but then do not use after sales departments etc. This is very powerful customer analysis to help your sales team actively target this potential spend.

Key features are:

• Integrated with the accounting system so:
  - Only one customer/prospect database to maintain
  - Ability to look at individual customer spend by department
  - Data stored centrally so available to all users
  - Secure data, highly sensitive data is safe from tampering
  - Filtering ability for customer list based on all departmental transactions
• Customer attributes – customers/prospects can be analysed/grouped by business type, turnover, territory/location, size and much more
• Competitive capital items can be recorded for marketing purposes with replacement due date, end of finance date etc
• Comprehensive extract and filtering tool drives mail merge links to Microsoft Office Suite – plus ability to create follow-up action
• Future action dates can be set and then fed back to drive sales team call planning, forming a “to do list”
• Sales team activity and contact can be logged against individual customers – this is the basis for powerful sales team activity reporting and sales management task
• Based on activity you can extract all customers/prospects who have NOT had adequate sales contact
• Integration with MapPoint to see visual results of report information – contact made, items sold, potential sales, competitive items due for replacement etc. The only limit is your imagination!
• New enhancements in development will make this fully web enabled