M-Power is designed to assist sales management in the following ways:
- Providing a systematic method to manage new sales leads and suspects
- 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 Me & Leads tabs are the primary tools within M-Power to assist you to manage sales. They allows quick access to the suspects, sales calls, open quotes, sales analysis data and lead management.
A typical workflow for managing sales is follows:
Recording a Potential Customers (Suspects)
When someone in the company becomes aware of a potential new client, or data is imported from web forms etc. the Suspects List provides a means of triage and management for these interactions.
Here you can create, close or convert suspects to Companies and Related Leads.
View information about Suspects in this article.
Recording a new Sales Opportunity (Lead)
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 Leads tab.
Leads can be classified by their potential value, tags etc. and can be assigned to specific salespeople for management allowing the sales process to be split up among staff.
View information about Leads in this article.
Recording Activity Against the Sales Leads and/or Companies (Sales Calls)
An account manager should systematically filter their open sales leads/sales calls and carry out sales activity necessary to progress this lead/customer 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 Sales Call and when selected the log attached to each sales lead.
It is important that calls are managed by setting method, status and setting forward call when necessary.
View information about Sales Calls in this article.
Managing Existing Clients
A typical account managers role is to manage a group of clients.
The Sales Analysis tab allows the account manager to filter their clients and systematically check their order cycles and trends.
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 etc. this is convenient for those who prefer working off spreadsheets.
View information about the Sales Analysis functions in this article.
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 dashboards. Please contact us for more information on customised dashboards for your requirements.
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