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Informative Articles

Cash Flow Management
Cash. Most people want more. When running a small business it's particularly important to monitor how cash is coming in and how much cash is going out. This month, I'd like to take a few minutes to share some ideas on cash flow management as in...
PROPERTIES FOR SALE IN CYPRUS - PLEASE VISIT www.propertyincyprus.com
BLUE SKY PROPERTIES IN CYPRUS work closely with a wide range of real estate professionals within our group of companies This allows us to assess your individual needs independent of pre-selecting any area or town. Our goal is to provide sound...
Sales Commission - What Return Should You Expect On Your Sales Compensation Investment?
This article answers the following questions: * How do most companies look at return on investment (ROI) for their sales compensation expense? * What portion of sales compensation expense do companies allocate to managing existing accounts...
Smart Choices: How to Hire the Best
Your organization’s continued growth and success depend on making smart choices and hiring the best. Today’s economy is exploding with talent, allowing you to be selective about the staff you hire. Yet, the crucial step to filling a position...
The Six Most Common Barriers To Sales Success
There are a variety of reasons and excuses behind poor sales lead management because the $10 to $2000 companies spend to generate each business to business inquiry largely go to waste. I call them Barriers To Sales success. Here are six of the...
 
Selecting Sales Tracking Software For Your Small Business

Your buddy at the barbecue tells you how the new Customer Relationship Management (CRM) software which they recently installed at their company has revolutionized their sales tracking and sales management.

He waxes lyrical about no more sales leads slipping through the cracks; a much higher close rate on sales inquiries; more precise and cost effective marketing campaigns; improved productivity and customer service levels; vastly improved reporting and so on.

Great! Sounds like a sales tracking CRM solution is just what the doctor ordered for your company. You have been getting by using Microsoft Outlook to manage your database of sales prospects, follow-ups, notes, profiles etc. but it's starting to prove woefully inadequate.

Only problem is his business is in an entirely different industry sector to yours, with a much bigger IT budget to boot. Their CRM solution seems like an unattainable dream for your small business.

So now what? A quick search for CRM on Google returns 26,600,000 results! Whoa! So you narrow your search query to Small Business CRM only to get 6,260,000 results. You then put "Small Business CRM" in quotation marks which yields 29,300 results. But now the fun really starts..

You realise there are hundreds of CRM, Contact Management, Sales Force Automation and other Sales Tracking software tools to choose from. Each of these tools sports a dizzying array of features, some of which won't apply to your business.

To confuse matters even further, you notice some of these applications are Web Based CRM (sometimes referred to as Hosted CRM), or Open Source CRM. Others are the more traditional Customer Relationship Management software tools you are already familiar with. Yet others are embedded within MS Outlook, but with an added CRM component.

Many CRM packages now cater for certain industries. That is, these software solutions may have been customized, or had specific


add-on's developed, for specific industries. One of these tailored solutions might be suitable for your particular small business.

Which of these CRM apps should you download to evaluate? How should you evaluate them?

Many at this point realize that they need a more thorough evaluation of their requirements so as to enable them to put together a Request For Information (RFI) or Request For Proposal (RFP). This will be of tremendous benefit if they decide to call on the services of a CRM consultant to fast track the important decision of selecting and implementing a tailored CRM solution suitable for smaller businesses.

This should be your kicking-off point. Sit down with all your staff and co-operatively draw up a list of all your CRM specifications. Keep it broad - you can always narrow down the options later. And be sure to involve your staff - ensure everyone has an opportunity to contribute.

From this informed position you are far more able to choose the correct sales tracking/CRM solution for your small business and will see marked improvements in productivity levels and sales. After all what has not been measured, remains undefined. What is undefined cannot be improved. There are specific criteria that you and your CRM consultant need to fulfil. Build your wish list, meld it with reality and build it into your business.


About the Author: Perry Norgarb has specialized in Small Business CRM and Sales Tracking Software solutions for the last 15 years. Find out more about CRM and sales automation for small businesses at: http://www.smallbizcrm.com You are free to re-publish this article as long as this bio box and copyright remain intact and links live. © 08 September, 2005.

Source: www.isnare.com

 

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