ELMA CRM+ is a helpful tool for a chief commercial officer: design the sales process, control its execution and improve it on the basis of reliable information. Business processes allow a CCO to agree on cooperation regulations with other departments, as part of sales processes.
Plan the Sales Process
The first step of a CRM system implementation is defining its goals.
Specific sales types require specific mechanisms. The difference between quick sales and complex sales is a fine example.
In case of complex sales, Sales Funnel works fine. Negotiation process takes from a few weeks to a year and more. Agreement records (accumulated information) and clear stages are important for this type of sales.
Business processes work better for quick sales. Transactions are simple, but numerous. There is no money or time to discuss each sale. To control sales with business processes, each stage must work flawlessly.
ELMA CRM+ tools for planning sales allow you to vary methods and realize the competitive edge of your company.
Control Deal Dynamics
After you have designed and automated the sales process, you need to configure control tools.
ELMA CRM+ Deal Dynamics is one of such tools.
Deal Dynamics allows you to understand progress of deals. The green zone displays progressing deals and the red zone displays regressing deals. Low dynamics in the green zone suggests insufficient activity or emerged problems.
This is a simple and vivid tool for day-to-day control.
Analyse Sales Performance
This classic tool for Sales Funnel analysis allows you to analyse conversion which occurs when funnel stages change.
This is an analysis tool, as opposed to a control tool (Deal Dynamics).
Report data show what has already happened, which is handy for analysis of the funnel’s bottleneck.
Filters / Database
With ELMA CRM+ you can easily configure database filters.
The system allows you to create filters for customer, lead and deal bases.
Two options are possible: any user can customize filters; the Administrator creates a set of common filters and restricts access to them with permissions settings.