build sales accountability in your team

Build Accountability and Drive Performance with Maximizer CRM

Build Accountability and Drive Performance with Maximizer CRM Murray Pratt, Manager, Sales Operations, Maximizer Software

February 23, 2011

Confidential Information

Conference Dial-In: 1-877-669-3239

Event Number/Access Code: 660 907 358

#MaxAccountability

AgendaAgenda

Maximizer Software Fast Facts

Accountability – Concept

CRM System – Value

The ‘Accountability Framework’

Maximizer CRM 11 – Accountability Tools!

Closing Remarks

Maximizer Software Fast FactsMaximizer Software Fast Facts

CRM leader since 1987 CRM provider for Small and Medium Businesses

(SMBs), divisions of Large Enterprises Global Offices

North America – Vancouver, BC (Headquarters) EMEA – UK, South Africa Asia Pacific – Australia, Hong Kong

Network of business partners worldwide Over 120,000 customers Over one million licenses sold

Definition: AccountabilityDefinition: Accountability

“Accountability in the workplace is defined

as doing the right thing consistently, day in

and day out, in tasks, relationship

interactions to fulfill or further the mission

of the organization. “

Leslie T.

Posting from ‘Ask.com’

Value of CRM System Value of CRM System

Front Line Staff Improve Performance

Managers Execution

Senior Executives Strategy, Resource Allocation

Owners Increase Equity, Reduce Risk

Types of Accountability Types of Accountability

Accountability to the ‘Customer’

Accountability to Management/Ownership

Accountability to the Team

Accountability to One’s Self

Accountability to YourselfAccountability to Yourself

“It often happens that I wake up at night

and begin to think about a serious problem

and decide I must tell the Pope about it.

Then I wake up completely and remember

that I am the Pope."

- Pope John XXIII

‘My Work Day’‘My Work Day’

Quota Management Quota Management

Assign Tasks – Email, Phone, AppointmentsAssign Tasks – Email, Phone, Appointments

Carpe Diem: ‘Seize the Day’Carpe Diem: ‘Seize the Day’

Daily email

Results on 3-5 key metrics

What am I ‘PROUD of ACCOMPLISHING’ today?

What did I LEARN today?

What CHALLENGE did I have today?

Accountability to the TEAMAccountability to the TEAM

“Most potential teams can become real teams, but not without

taking risks involving conflict, trust, interdependence, and hard

work. Mutual accountability requires trust and interdependence,

which usually do not grow without risk taking. And, finally, most

potential teams include members who must develop the skills

needed by the team after they have joined the team itself. This,

too, implies risks and hard work for everyone on the team.”

- in "The Wisdom Of Teams," by Jon R. Katzenbach and Douglas K. Smith

Shared Schedules & AppointmentsShared Schedules & Appointments

One-click:

• Save Email to Maximizer record

• Create new Maximizer record

TEAM Action Plans TEAM Action Plans

Accountability to Management/OwnershipAccountability to Management/Ownership

Management DashboardsManagement Dashboards

Sales ProcessSales Process

1) Initial Contact

2) Need identification

3) Qualified prospect

4) Proposal

5) Negotiation

6) Closing

7) Deal Transaction = $

Improved Reporting with One ClickImproved Reporting with One Click

Sales Monitoring AlertsSales Monitoring AlertsAlert – Sales Opportunity Monitoring 

Opportunity ID: 1009 Sales Objective: X Product Sale

Company: ABC Manufacturing

Contact: Smith, John

Sales Leader: Willie Closit

Sales Team: International

Opportunity categories: X Manufacturer

Opportunity products/services: Widget Y

Note: Wants quote for 30 Widgets and Installation package

----------------------------------------------------------

‘Willie Closit’ updated the following fields:

'Probability Closing' has been changed from 50% to 75%.

Sales Cycle Management & ForecastingSales Cycle Management & Forecasting Sales

Opportunity Management:

• Manage pipeline

• Implement stages & processes

• Forecast date, deal size, products

Alert Email:

• Leads not followed-up (example)

• Lead details

• Sales rep assigned

• Date lead entered

• # of days since follow-up

MaxMobile for BlackBerryMaxMobile for BlackBerry

Access entire Maximizer CRM database in real-time

Multi-user support - collaboration on opportunities & assignment of tasks

Support for video, voice and image capture and saving

BlackBerry emails saved to Maximizer CRM records

Mapping of multiple customer locations through BlackBerry GPS and GoogleTM Maps for turn-by-turndirections

Accountability to the CustomerAccountability to the Customer

“A customer is the most important person on our premises.

He is not dependent on us. We are dependent on him. He is

not an interruption to our work. He is the purpose of it. He

is not an outsider on our business. He is part of it. We are

not doing him a favor by serving him. He is doing us a favor

by giving us an opportunity to do so."

- Mahatma Gandhi (1869–1948)

Customer Service Case ManagementCustomer Service Case Management

Customer Service Case Management:

• Manage & track post-sales issues

• Link to customer record

• Analyze service issues

Template Email Follow-upsTemplate Email Follow-ups

Conditional Color HighlightingConditional Color Highlighting

Summary Summary

Accountability as a tool to drive performance

Accountability at all levels can improve

performance

CRM – tool for improving accountability

Maximizer – unique features in CRM 11 product

Flexibility - Adapt it to your own particular

situation

But it isn’t about us…..But it isn’t about us…..

• An invitation to a conversation…..about you and your business.

• Please ask us any questions you may have in the Q & A box in the bottom right corner of your screen

Email: mpratt@maximizer.com

Email: sales@maximizer.com

Phone: 1-800-804-6299

Contact your Account Manager

Thank you.Thank you.