Sales operations

It is critical that your Sales team has the tools, resources, and support to achieve revenue targets. The efforts of the Sales Support team have a direct bearing on your company’s sales conversion rate, customer base expansion, top-line, and consequently profitability.

While supporting customer acquisition, lead generation, lead follow-up, and appointment setting, your sales support specialists may frequently:

• Create customer and sales prospect profiles in the CRM system. Profiles may include information such as industry sector, annual sales revenue, number of employees, and contact details
• Perform customer potential analysis to evaluate the values/volumes that can be sold to a customer over a fiscal year
• Record contacts with customers as sales activities in the CRM system (and share the details with other authorized sales personnel)
• Create a list of calls/follow-up calls that sales persons need to make on a particular day and update their calendars after confirming appointments with customers
• Create and maintain the master list of your products and competitor products
• Create and deliver direct mailing campaigns, or perform telesales or telemarketing activities. Perform cross-matching to ensure that customers that have been contacted for a campaign are not contacted too quickly with similar campaigns
• Research customer information using search engines and then apply human expertise to ensure accuracy and quality of information. Use domain expertise to interpret customer information and support selling

How Qontext Helps

• On the customer account profile page on the CRM system (ex, Salesforce.com), create a Sales Support group. Invite all the sales support specialists, sales reps, and other stakeholders to the group. Group members receive feeds on actions within the CRM system, communicate using short messages or discussions (for example, superior competitor products) and can alert specific individuals as necessary.
• Create a draft “customer potential analysis” wiki page for a customer. Invite select individuals to review and edit the page. Qontext captures the changes as versions. Use the “compare” feature to identify the differences between any two versions.
• Group members receive feeds when a contact with a customer is entered in the CRM system.
• Send alerts to identify the calls/follow-up calls that sales persons need to make on a particular day.
• Use a standard format to create a master list of your products and those of competitors. You may create the standard format as a wiki page and provide edit access to other sales support specialists/sales persons, or upload an Office document that others can edit in Qontext using the edit-in-place feature (without downloading the file to a system), or mark-up using the annotate feature. You can also use these features to co-create direct mailing campaigns.
• Use the power of short messages, discussions, polls, and quizzes to validate the customer information that you have researched using search engines and to interpret customer information.
• Tag discussions by customer name or other unique identifiers to make the information easily searchable.