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Please consider this free-reprint article written by:
Colin Duffy
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Article Title: How Sales Visibility Will Help You Close More
Frequently!
Author: Colin Duffy
Word Count: 609
Article URL: http://www.isnare.com/?aid=78072&ca=Marketing
Format: 64cpl
Author's Email Address: ceo[at]salesboom.com (replace [at] with
@)
Easy Publish Tool: http://www.isnare.com/html.php?aid=78072
================== ARTICLE START ==================
The end goal of any sales rep is to close, close, close. From
initial contact to making that call to seal the deal, a good
salesman/woman should have little else on their mind then
moving forward. Although selling different products and
services require you to alter your approach, vary your efforts
and adapt to different interests and questions, a good
salesman/woman must be able to interpret and record customer
feedback and funnel it into a structured and clear pipeline in
order to succeed.
The pipeline is in effect the measuring stick from which a
sales rep�s job security will rest, and having a full and
healthy pipeline reveals positive employee activity, closing
effectiveness and of course revenue potential. This real time
sales tracking capability has been long overdue in the eyes of
corporate executives, CEO�s and sales managers, and has quickly
become an industry standard. Powered by Customer Relationship
Management software, this sales tracking capability called
Opportunity Management is now available in real time CRM
solutions, and affords the sales rep a fully integrated
software solution that can track a lead all the way to a closed
sale.
Opportunity management embedded in a CRM solution accommodates
the needs of both Sales managers and their reps, as well as
provides them with the tools to fill their pipeline, track each
sales progress and ensure that no opportunity goes begging.
Having this visibility into ones potential sales will breed
accountability and give sales reps the organization they need
to close more deals regularly.
To help you better understand the capabilities and benefits of
tracking ones opportunities, the following points will
highlight the usability and effectiveness of a good CRM
solution with opportunity management.
Lead & Account Segregation � tracking ones opportunities
properly really starts with having the ability to convert the
interested in Lead into an Account. This conversion capability
keeps your leads (potential customers) from your Accounts
(current customers and those interested in buying).
Account Management � this will allow you track your current
customers and pending customers, as well as add multiple
contacts on the account as any sale could involve satisfying
more than one contact.
Account Opportunity Management � this feature allows you add
multiple opportunities to the one account, allowing you track
repeat business as well multiple proposals linked to the same
deal. This capability is directly linked to your pipeline and
all opportunities are displayed there.
Opportunity Pipeline � this feature provides users and managers
with a bird�s eye view of all opportunities, their probability
of closing, their value, and links to the next steps needed to
close.
Opportunity Activity Management � inherent to all CRM solutions
is the ability to create and track activities and link them to a
particular record. Having the capability to generate and track
activities linked directly to an opportunity affords the user
the ability to handle more opportunities on the whole.
Closing Opportunities � another very important part of managing
your sales pipeline is the ability to close your sales in the
system for reporting purposes. Closing a sale won or lost will
give users and management a better understanding of what
efforts work, what customers are interested in, and how to
approach them in the future.
The clarity offered by today�s CRM solutions has taken the
sales process to the next level and rendered the spreadsheet
tracking model almost obsolete. With intuitive and user
friendly CRM models that can literally walk you through the
sales process, the diligent and savvy sales rep can close more
deals today then ever before.
About The Author: Colin Duffy enjoys writing about CRM subjects
and on demand CRM software vendors such as Salesboom (
http://www.salesboom.com )
Please use the HTML version of this article at:
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================== ARTICLE END ==================
For more free-reprint articles by Colin Duffy please visit:
http://www.isnare.com/?s=author&a=Colin+Duffy
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