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How an Effective Sales Process Improves Revenue

In eight out of ten losses, the real reasons often lie in the quality of the sales process. Upon careful analysis, we encounter the following key issues:

  • The real decision makers have been identified and contacted too late in the sale

  • All energy has been focused on people we get on well with, but lack authority

  • Precious resources have been wasted due to inadequate project qualification

  • The account team has operated in an uncoordinated manner

  • The proposal lacks cost justification and customer-oriented value propositions

  • Excuses are used instead of learning from mistakes

In summary, the quality of the sales process has a huge impact on success. SAP CRM Opportunity Management not only helps you to manage your sales opportunities, but also supports your sales team with a sophisticated sales methodology. The sales employee is coached through the steps of an ideal sales process – from identifying the lead to closing the sale.Team-selling is encouraged by easier communication. By addressing the key issues in your sales process, your probability of winning increases, which in turn enhances the user-acceptance of the software. Sales methodology is incorporated in the following functions:

  • Sales assistant
    (Guides the sales employee through a structured sales process and supports him in   planning sales activities. Provides a checklist of recommended activities and tasks that should be executed in each phase)

  •  Project goals (Helps to define the short and long-term objectives)

  • Buying center(Helps to define an extensive project organization chart by: identifying all key people and their degree of influence, displaying the internal relationship network, storing key attributes for each individual)

  • Competitor analysis(Competitor information can be stored , helping to define an effective counter-strategy.)

  • Opportunity assessment (Helps to identify risks proactively, and to define corrective actions before embarking on an expensive sales project.)

  • Opportunity plan (kombines all key information about an opportunity)

  • Analysis and reporting (Ready-made queries provide the basis for detailed sales planning and simulation)

All modules can be adapted to support your specific business requirements and selling practices. A best practice example is supplied with the standard configuration.

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  • A good part of my life is spent with guys who earn their bread and butter with sales. I readily agree to the points you highlight as the reason for sales losses. But I am not sure a place to hold information and a sophisticated workflow is what will rectify it. These guys are creatures of habit, who are set in their ways – and for some reason or other – they hate all software applications, other than the ones that are needed to get their commissions.