Principles of Sales Management

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M-Power is designed to assist sales management in the following ways:

  • Providing a systematic method to manage new sales leads 
  • Providing data to better understand the sales cycles of existing clients
  • Providing tools to assist with marketing communications
  • Providing Key Performance Indicators so you can keep abreast of trend in your business

The Sales Pipeline is the primary tool within M-Power to assist you to manage sales. It allows quick access to the status of sales leads, and the sales records for existing clients

A typical workflow for managing sales is follows


Recording a new Sales Opportunity

When someone in the company becomes aware of a new sales opportunity or sales lead they should raise a new sales lead. This done using the ribbon on the main customer form. Select the Create Tab [1] then Lead [2]. In the dialog select the customer, contact and enter relevant information as required.

 



In many cases a Request for A Quote (RFQ) will be the first time you become aware of a new sales opportunity. For this reason the system will prompt you to raise a new opportunity when you email the quote

A new Sales Lead creates an entry in the sales pipeline. The sales pipeline allows these leads to be classified by their sales potential, and provides a method for recording how the lead is managed. In the same way that a workflow (or template) can be assigned to a job, a list of tasks can be assigned to a lead. This allows the sales process to be split up among staff

Managing sales pipelines is covered extensively in sales management literature so will not be covered here

Recording Activity Against the Sales Leads

An account manager should systematically filter their open sales leads and carry out sales activity necessary to progress this lead towards a sale. For instance, you might consider followup phone calls, sending samples, site inspections, quotes as sales activities used to progress the sale.

These sales activities are recorded in the log attached to each sales lead. The system supports the used of "Events" to make it easier to promptly record activity

It is important that the lead is 'closed out' when it has deemed to have either resulted in a sale, or that there is no value in pursuing further. The system supports methods for recording these outcomes for you KPI's

Managing Existing Clients

A typical account managers role is to manage a group of clients

The sales pipeline allows the account manager to filter their clients and systematically check their order cycles.

M-Power has a basic calculation where is averages the time between sales orders and predicts the next sale. This is a rudimentary way of identifying clients that have fallen out of an established order cycle. These are the clients that need the most attention

Once a client has been filtered on the pipeline - all statistics and CRM data (notes about the client) are accessible from the interface. This makes it convenient to research and record sales information about clients from the one place

The system allows the client list to be exported to excel along with key data such as primary contact details, first & last sale, sales Year to Date and last year - along with the predicted next sale. This is convenient for those who prefer working off spreadsheets

Marketing Communications

Principles of marketing communications are well documented so not covered here. M-Power supports the segmentation of clients along a number of dimensions

These include industry, territory, account manager, customer class. 

The client base can be filtered by any of these values and the resulting data added to mailing lists which can in term be exported to professional marketing communications systems such as Campaign Monitor which can be used for emailing campaigns or mail merge

Key Performance Indicators  (KPI's)

M-Power has KPI's accessible both through reports and through a 'snapshot' in the KPI tab of the main customer form.

A far more powerful tool is the M-Power Visual Analytics tool. This allows a series of favorite KPI's to be saved and easily viewed in realtime as a graph of pivot table. This is an attractive and convenient way for a manager to keep up to date with important trends in their business












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