build sales accountability in your team
TRANSCRIPT
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: [email protected]
Email: [email protected]
Phone: 1-800-804-6299
Contact your Account Manager
Thank you.Thank you.