Salesperson go about interacting with their clients and prospects seeking business. Their primary role is to : To create value for their customers Manage relationships Collect information about customers, competitors, market developments, etc., and relay it back to their enterprise
Customer Relationship Management (CRM) solutions have been around in the market for over 20 years. We can barely find an enterprise that doesn’t use a CRM solution. Research firm Gartner has projected CRM market to be worth US$ 37 Billion! Yet most companies have a challenge in implementing the CRM solution of their choice. The utility of a CRM solution can be maximized if the sales representatives, who are the primary source of data for it, use it effectively. The design of most CRM solutions requires the sales representative to spend considerable amount of time making manual data entries. Reliable surveys have been published that estimate that a sales representative could take about 4 – 6 hours of time per week to manually enter data into a CRM system. Sales persons are given incentives to generate more revenues. So, they tend to postpone or bypass this task. Instead they use this time in approaching more customers and work towards closing more deals. In turn, this leads to inaccurate/incomplete data entering the CRM. This results in the senior leadership of the enterprise: Getting an insufficient picture of how their products/services are selling Lacking accurate customer insight Misled into making a sub-optimal […]
A large collection of data of any type can be very intimidating to any individual. Especially so when this data has been collected over a significantly long period of time. This is the ideal situation for using a Tag. Tags are identifiers or flags that act as a marker to the users. They indicate something of importance that stands out from a large collection of information. This is akin to using Post-It markers on the pages in a book to mark the relevant pages for reference. People use tags to capture a context around which an information is generated or received.
Have we met before? This is the question that often pops up in our mind when we sight a face in the crowd that seems familiar to us. All of us would have experienced such situations when we come across a person whose face seems familiar but we are unable to place when and how we may have met that person. In the course of our business we meet several individuals in formal and informal settings. Often times these meetings are accompanied with an exchange of business cards and pleasantries. Follow up meetings may not happen due to various reasons. The cards exchanged may be forgotten and so will be the names and faces of the people in the meeting. It is possible that you may chance upon an individual whom you had met in the past but couldn’t recognize that person instantly. What would be embarrassing to you is if that person were to recognize and greet you and you are left wondering who it is and in what context you had met that person. You would wish you could have some means of saving a person’s picture along with the business card such that you can avoid such […]