Sales/Marketing

Business Challenges

Sales constitute the lifeblood of the enterprise. Sales management has to have the right information at the right time by region by product by sales person by channel. The accuracy of sales forecasts, the impact of incentive plans, and the success of marketing campaigns all play a major role in bringing in revenue, but also influence staffing and resource planning of other departments, e.g., Support, Manufacturing, Finance, and Operations. Improved Sales performance means more accurate forecasts/meeting sales targets, successful execution of cross-sell and up-sell opportunities, forging of strong relationships with customers, increase in sales productivity, reduction in sales costs, and understanding of profitability at both the customer and product levels.

Customer feedback is crucial. What do customers think of your company’s products/services? What new features or products/services would they like? What do they like and dislike in terms of their interaction with Sales? What are their thoughts about the ease of doing business with the company? Do they feel the company treats them a like a valued partner? How do they see you measuring up vs. the competition? How satisfied are they overall? How likely are they to continue to do business with you? How much do they intend to spend with you compared to last year? Would they be willing to serve as a reference?

CustomerImpact Solutions Enable:

Looking at sales revenue by customer, renewals, increased business from existing customers , and win back customers
Tracking sales results vs. targets over time
Customer Satifaction and future Pipeline Sales Analysis
Analysis of profit per customer by industry, region, channel, product over time
Analysis of cost to retain customers
Analysis of customers’ likes, dislikes, and recommendations for future products/services

Benefits

Budgeting & Planning

Improved sales planning, resulting in optimized staffing, balance of supply and demand
Ability to make strategic adjustments for the long-term to ensure that management objectives will be met

Sales Performance Management

Faster generation and analysis of sales data
Increased sales
Ability to adjust sales tactics as needed in the short terms
Optimization of sales process
Improvement of pipeline performance
Refinement of marketing messages based on knowledge of strengths and weaknesses vs. the competition
Performance of each sales person available to senior sales management for purposes of building on their strengths and training to overcome weaknesses
Analysis of staff performance and incentive plans
Recognizing and pursuing opportunities

Account Management

Optimization of revenue per customer
Higher customer retention
Competitive advantage through knowledge of customers’ likes, dislikes, and wants & needs
Higher profits through cross-selling and up-selling additional products/services to those most receptive