crm: how to map the teleprospecting process in your crm

Map the Teleprospecting Process into your CRM

Teleprospecting for Executives Who Sell Complex Solutions

eBook Excerpt

Benefits of Using Your CRM effectively

• Builds a workflow that manages MQL-to-SQL-to-Sales Funnel Process

• Process can be easily reviewed and approved by Teleprospecting Manager and managed effectively by the Sales Team

• Ensures that Field/Inside Sales Team follows up on SQLs in a timely manner

• Shows rejected SQLs– Does the Teleprospector need more training?– Is the Teleprospector not suitable for the position?– Is the messaging off?

• Provides a basis on which processes/skills can be improved

What should be included?

How should you organize your CRM?

Capture the Right Data

• Determine qualification criteria and add these as fields to your CRM

Management can run reports Sales has a template for reviewing all SQLs Teleprospectors can follow the information

given while using their Call GuideTeleprospector Managers have information

right at their fingertips

Most Companies add information to notes section:- Difficult to validate the

quality of each lead- SQL process slows down- Sales Team grows

frustrated by the clusters of unstructured data

- Management can’t generate reports

Use Custom Fields to Manage Your Data and Reporting

Summary• Add the qualification criteria into your CRM• Create an SQL Manager Approval workflow to

ensure SQLs are qualified to submit to sales• Your CRM will become an easy to manage prospect

map that your Sales Team will appreciate

To find out more and read the complete article, please visit us at

http://www.somametrics.com/mapping-the-teleprospecting-process-into-your-crm/

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About the Author• Alicia Assefa has over 25 years of Telebusiness and Sales Management experience.

• Her experience at over 50 companies (including CA, Oracle Corporation, Informix Software, Granicus and Blaze Software, to name a few) has helped her to create a set of field tested best practices that massively ramp sales funnel and revenue.

• Alicia is the Chief Operating Officer at SOMAmetrics, a business consultancy practice that provides effective Inside Sales and Teleprospecting Services.

• If you would like to ask Alicia a question about Inside Sales or Teleprospecting email her atalicia@somametrics.com or visit www.somametrics.com